In the development of our country, medical representatives gradually deviated from the initial role expectation and moved closer to the role image of drug salesman and drug salesman, which triggered a series of social problems. This article is a model work plan for medical representatives compiled by me, for your reference only.

Model Article 1 of the Work Plan for Medical Representatives:

As a pharmaceutical sales representative, my work plan is as follows:

Things to do every day:

1. Refine the day's work once.

5. Organize the required materials, gifts, etc.

6. Determine the route of a visit and accurately grasp the schedule of the doctor's daily visit department.

9. Communicate with the doctor sitting at the table to learn about the application of a drug. For doctors who don't know our products, in their spare time, they patiently and professionally introduce the ingredients, uses and efficacy of the products, as well as the good evaluation of this product by doctors with better doses.

When you meet similar products, introduce their differences and better reflect the advantages of this product.

14. Invite doctors to have dinner or have tea and chat.

15. Understand a doctor's personality, hobbies and family status.

16. Understand the doctor's social relationship

19. Visit the doctor on duty in the evening to enhance feelings.

20. Remember the doctor's name or * *

2 1. Fill in the work log carefully.

23. In case of holidays or weather changes, greet by SMS or telephone.

Reading newspapers or news magazines often can make extensive and better communication with doctors with different hobbies.

Visit a target doctor and see if you can arrange an outing.

8. Report the work once and put forward the problems to be solved.

27. Before taking a break, find out the shortcomings in the work of the day and plan to improve the work of tomorrow.

Things to do every week:

1. Attend the departmental learning promotion meeting.

2. Home visits to key doctors.

3. Ask a target doctor to go outdoors once.

4. Make friends with doctors or * *.

5. Collect a case with remarkable curative effect.

6. Learn a knowledge according to customers' hobbies.

7. Have a consultation and exchange with an excellent colleague.

8. Have a heart-to-heart talk with the manager or supervisor.

9. Communicate with new colleagues once.

10. Visit the company's website once to learn the latest developments of the company.

1 1. Summarize the shortcomings in this week's work.

12. Assist the supervisor to hold a scientific meeting.

13. Attend the weekly meeting to find out the gap.

14. Check the deficiencies of this week and make corrective measures.

15. Participate in a "case" rotation training class.

16. Write off this week's fee at one time.

17. Carefully work out the work plan and maintenance plan for next week.

18. Send a message to the doctor or * * wish you a happy weekend.

19. Take the initiative to clean the collective and personal hygiene.

What must be done every month:

1. Statistics of sales in the current month.

2. Those who have no money to sell at one time are not included.

3. Arrange the dosage of doctors in the current month and focus on maintenance.

4. Compare similar varieties and find out the gap.

5. Systematic analysis of customer data and competitors.

6. Formulate targeted countermeasures.

7. Train target doctors.

8. Make friends with doctors.

9. Attend the monthly meeting of the marketing department.

10. Find a deficiency according to the business ranking.

1 1. Ask about the work experience of a salesman whose ranking has risen.

12. Attend or hold business training courses and keep records.

13. Apply for the maintenance fee for next month once.

14. Refine the assessment objectives and tasks issued by the manager at one time.

15. Participate in an entertainment activity in the marketing department.

Move and relax yourself.

16. Make friends with a person who sells medicine.

17. Carefully work out the work plan for next month.

What must be done every quarter:

1. Summarize the work in this quarter and find out the shortcomings.

2. Summarize the quarterly sales of the hospital.

Comment on the monthly sales this quarter.

4. Collect the academic papers of experts once and report them to the company.

5. Analyze and study the business work plan with the supervisor and logistics department.

6. Attend the dinner of all employees in the marketing department.

7. Participate in the quarterly work plan of the marketing department and study the corporate culture of the company in depth.

8. Summarize a document and report it to the provinces.

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9. Earnestly make the work plan for the next quarter.

10. Refine the work and sales targets for the next quarter.

1 1. Establish the sales ranking of target doctors and focus on maintenance.

12. Adjust mentality, make good use of sunshine thinking and never give up. What must be done every six months:

1. Summarize the sales volume for half a year and compare it with the planned tasks.

2. Participate in the half-year work summary meeting.

3. Take part in a criticism and self-criticism activity.

4. Take part in an activity in which a subordinate evaluates his superior.

5. Apply for the main person in charge to visit the company.

6. Participate in the business skills competition.

7. Participate in the work assessment for half a year.

8. Modify the customer files and materials once and report them.

9. Participate in group tourism activities of the marketing department.

10. Refine the manager's work plan for the second half of the year.

1 1. Give comments and suggestions on the company's system and culture.

12. Go home to visit relatives once.

What must be done every year:

1. I do my own work all the year round.

Then report it.

2. Make a work plan for the next year.

3. Collect valuable clinical data of doctors and report them.

4. Consult the work experience of other colleagues in the marketing department to learn from each other's strengths.

5. Find out the shortcomings in the work and make improvements.

6. condolence for a distinguished guest.

7. Participate in business training.

8. Attend the national sales conference.

9. Attend the year-end summary meeting.

10. Participate in a literary activity organized by the company.

1 1. Participate in internal evaluation activities.

12. Go home to visit relatives and pay New Year greetings to relatives and friends.

Model Article 2 of the Work Plan for Medical Representatives:

I received an unsatisfactory market performance on XX, XX, XX. Of course, there are certainly many shortcomings and areas that need to be improved. This year, as always, according to the requirements of the company, I will work actively in the spirit of "more communication, more brains, more consultation and more learning" on the basis of last year, and set a goal to carry out the work in an all-round way in 20 13 years. Now I have made the following work plan:

First, for old customers, we should always keep in touch and communicate, and send some small gifts or entertain customers when we have time and conditions, which varies from person to person according to personal preferences.

Second, while maintaining old customers, we should constantly make every effort to find a unified solution from developing new customers.

Third, keep learning to enrich yourself and strengthen your business ability.

Fourth, this year, I have the following requirements for myself:

1. Visit more than 6 customers every week, and the department director will visit twice a week.

2, weekly summary, a big knot every month, a big knot in the first quarter, a summary every year, a plan every year. Find out the mistakes and shortcomings in the work, correct them in time and record them to avoid repeating them.

3. Know more about the customer's status and needs before meeting the customer, and then get ready.

4. Be strict with yourself, learn sword spirit, constantly strengthen business study, read more books and related product knowledge, access relevant information online, communicate with colleagues, and learn better methods and means from it.

5. Strengthen customer service awareness and establish a good image of the company.

The above is my work plan for this year. There will always be all kinds of difficulties in work. I'll ask the leader for instructions and discuss with my colleagues. I will try my best to overcome them and make my greatest contribution to the company.

Model Work Plan for Medical Representatives Article 3: Responsibilities of Medical Representatives

I. Management by objectives

1. According to the historical data and the current situation of the hospital, discuss the sales growth opportunities of target customers with the supervisor.

1 hospital product coverage and new customer development

2 Selection and development of target departments

3 Selection and development of prescribers

4. Develop new drug use points

5 the effect of academic promotion activities

6 competitors' situation

7. Policies and activities

2, according to the different levels of hospitals within the jurisdiction of the establishment of growth forecast.

Step 3 discuss with the supervisor

1 Understand the company's sales and marketing strategies and local sales strategies.

2 determine the indicators

4, the target quantity is decomposed into each hospital, until each target department and the main target doctor.

5, formulate action plans and corresponding work plans, and review them regularly.

Second, the itinerary management

1. Make a monthly/weekly visit schedule.

1 Based on the frequency of hospital visits.

2 according to the focus of this month's work and the visiting needs of key customers, allocate monthly/weekly visiting time.

3. Incorporate large-scale academic conferences and academic associations into the plan.

2. Implement as planned

Third, daily visits.

1. Visit plan: set the visit frequency according to different levels of customers, and make monthly work priorities and monthly and weekly visit plans according to the work plan.

2. Preparation before the visit

1 Reviewing the previous visits, we made a preliminary analysis on the personality characteristics, communication methods, current prescription situation and cooperation relationship with the company of the target customers.

2. Develop a clear, achievable and measurable purpose of the visit.

Prepare visiting materials and daily visiting tools, business cards, notebooks, etc. According to the purpose

4 Appointment before visiting important customers

3. Visit the target hospital and the target doctor

1 Visit the target departments and doctors as planned to understand the application of the company's products, state the characteristics and benefits of the products to the doctors, and persuade the doctors to prescribe the products.

Skillfully use product knowledge and related medical background knowledge, and skillfully use sales skills.

3 understand the doctor's doubts about the product and correct them in time.

4 understand the competitive product information

Visit the pharmacy warehouse, outpatient ward, ward pharmacy, hospital management department, dean of medical education department and relevant personnel of social security department as planned.

First, understand the product inventory and procurement.

B, understand the trend of hospital policy management

C, understand the competitive product information

D. Maintain good customer relations with all the above personnel.

4, visit analysis and summary

1 sort out and fill in the visiting records.

2. Visit target and sales performance analysis.

Make a wise improvement plan according to the work plan

Fourth, customer management.

1, target hospital

1 has established a good cooperative relationship with the pharmacy department, purchasing department, warehouse management department and the person in charge of pharmacy in the target hospital, ensuring the smooth flow of the company's products in the hospital.

2. Establish good relations with relevant academic leaders in the target hospital, get academic support, understand the academic expertise of customers, and train academic speakers with the company.

3. Establish a good relationship with the heads of target departments to ensure their support for business activities.

4. Ensure the normal use of social security products within the scope of hospital social security

2. Target doctor

1 monthly sales analysis and planning of target hospitals, departments and doctors.

2. Carry out incremental activities of departments and doctors as planned.

3. Expand hospitals, departments and targets according to the plan.

Verb (abbreviation for verb) marketing and promotion activities

1, timely and carefully understand the company's marketing strategy, such as the quarterly report of marketing activities.

2, held within the department.

1 According to departments and products, formulate coverage schemes within departments.

2. Hold internal meetings as planned, skillfully use presentation skills and academic knowledge to achieve the purpose of product promotion.

Review the implementation effect of this department every month.

3. Implementation of large-scale academic conferences

1 Make academic activity coverage plan by department and product.

2 Invite customers according to the coverage plan

3. Pre-meeting preparation, planning and division of labor

4. According to the division of labor, assume the corresponding meeting organization responsibilities.

Ensure that the attendance rate of invited customers is above 90%.

After the meeting, summarize and evaluate the meeting effect, and put forward improvement suggestions and plans.

7 according to the theme of large-scale meeting, warm up with the target doctor before and after the meeting.

Six, update professional knowledge, practice small academic conference speech skills.

1. Be familiar with the company's product knowledge, related disease knowledge and clinical background knowledge, and conduct professional academic exchanges with target customers.

2. Practice speaking skills and organize small academic conferences independently.

3. Study hard and master the themes and academic lecture materials of large-scale academic conferences and conferences every quarter.

4. Seriously study and understand the questions and answers; Provided by the company; A data, communicate with the target doctor in time.

5. Feedback the questions of the target doctor to the company in time, and follow up the reply.

Seven, file management

1, master basic hospital information, establish hospital files, and update them regularly every month.

2. Establish the target doctor file system.

3, timely grasp and feedback the target hospital product sales and inventory every month.

4. Establish departmental sales tracking system.

5, the establishment of scientific and academic promotion activities to cover the target doctor's plan and statistical files.

6, timely feedback the basic sales situation of competitors such as promotion methods, clinical publicity methods, sales, etc.

Eight. Sales meeting

1, weekly meeting: submit weekly work plan and summary, visit itinerary, etc. , timely feedback market information, and actively participate in discussions.

2. Monthly meeting and quarterly meeting: business review and work plan with data support and analysis.

1 sales data review

2 Summary and review of business activities

3 competitive product information

Four-stage sales plan

5 experience sharing