How to write the work plan of the medical representative?

First, the current pharmaceutical market analysis:

At present, a little sales network has been established all over the country, but because the retail price is too low, 18.00 yuan/box, the average selling price is 1 1.74 yuan, and * * * goods are 3-3.60 yuan, equivalent to 19-23 yuan, the retail price in some areas is 65438.

After many times of communication with the salesman, the salesman lacked trust in the company. The main reason is that the company's management is simple on the surface and complicated in practice. In addition, related factors such as the feelings of regional managers and inappropriate communication wording have caused psychological pressure. They are afraid that the market will be divided into new parts after investment, or the market will get out of control, leading to the occurrence of goods grabbing and jumping. They don't want to put into the market, which will turn into emotional sales. In fact, due to low profits, this situation is likely to continue until.

If the market is forcibly divided, because the company has not made the necessary investment, not to mention the support of wages and expenses, and the products are single, the current profits are small, the sales staff have not formed dependence on the company, and the sales representatives have not been unfaithful to the company, which will inevitably lead to chaotic market competition and malicious competition among themselves, which will not only fail to expand the market, but also make the market cringe.

Second, the analysis of marketing means:

All business activities should have a unified marketing model, rather than the so-called laissez-faire and rely on the subjective initiative of agents to grasp and operate the market. Due to the consideration of comprehensive factors such as product price positioning, product use positioning and competition analysis of similar products, it is even more impossible to expect the salesman to replace a product with a large profit margin in a single box. Actually, it's the same. Compared with the previous scheme of our company, we should focus on the marketing orientation of the rural market and realize the formation and management of the network with conference marketing. According to the salesman's consciousness, the company can only let the market develop naturally and lose the initiative.

Third, the company's support analysis:

So far, the company's market support work is basically zero, all new products are in the market development period, and no enterprise has not properly put into the market. Because the current pharmaceutical market is relatively transparent, the cost of market development is gradually increasing, and sales representatives are considering the income and output ratio of capital investment while considering risks. If the same input-output ratio is too large, it shows that their loyalty is too low. The more successful a company is, it will undoubtedly make necessary support and investment in the early stage of new products entering the market.

Fourth, management analysis:

New salesmen and most salesmen have great doubts about the management of the company. Almost everyone feels that the company has no strength, no basic management process of Sino-foreign joint ventures, and even feels lack of trust and insecurity.

One of the three elements of enterprise development is the full play of human capital, the absolute unity of organizational behavior, the attraction and absolute cohesion of corporate culture to employees.

The absolute fairness and justice of management, the processing speed of information feedback, and the sound mechanism of ability. At present, the company basically relies on subjective assumptions to deal with problems in management.

According to the above actual situation, in order to ensure the healthy development of the enterprise, give full play to the enthusiasm of various intelligent departments, and improve the dependence and loyalty of sales representatives to the enterprise, the following plans and arrangements are made for the drug sales in 2009:

I. Market expansion and network construction:

At present, the market has basically achieved the completion of distribution. After nearly half a year's mutual running-in and inspection, the capital level of all personnel at present should be recognized. In order to avoid risks absolutely, enterprises should determine the main position of their management, and then appropriately give necessary guidance and support to expand the market and establish networks. The specific requirements are as follows:

Tianjin Beijing 1

Sales task in the second half of the year: 52,800 cases, with the actual payment of 45,600 cases, and the company laid 7,200 cases.

2. Shanghai

Suggestion: The company must invest in the market, implement a separate business model for Shanghai, and implement the salary system of basic salary plus commission as the company's long-term investment market.

3. Chongqing

Being engaged in the promotion of new drugs for a short time and lacking regional management experience, but being diligent and weak in economic ability may withhold the salary and expenses of business representatives and dampen their enthusiasm. According to my previous work experience, I like to rob and escape goods.

Market requirements: it is necessary to ensure that there are more than 65,438+0,000 terminals, conduct necessary investigations on the current market, and then ask for recruitment and investment. Pay attention to the direction of the goods.

Sales task in the second half of the year: 37,200 cases, actual payment: 30,000 cases, company bedding: 7,200 cases.

4. Heilongjiang

5. Liaoning Province

I have long-term experience in off-site operation management and am familiar with the market. However, the Liaoning market is chaotic, especially the OTC competition is fierce. Generally, there are many salespeople in the store and the cost is too high. Need to remind me to transfer to the rural market.

Sales tasks in the second half of the annual sales work plan: the company laid 36,000 boxes, 28,800 boxes and 7,200 boxes.

6.hebei province

Strong ability, but lack of motivation

Development requirements: Shijiazhuang, Tangshan, Qinhuangdao, Xingtai, Baoding and other 9 regions.

7.henan province

It is required to develop 17 area.

8.hubei province

It is required to continue to hold meetings in the second half of the year to promote rural areas.

9.hunan

Assist in attracting investment.

Guangdong 10

It is required to develop Guangdong 2 1 regional 15, which has a large market, low discount rate and high cost of entering the store. Necessary support and concessions must be made, and other drugs can be sent.

Guangxi 1 1

Demand the development of over-the-counter market,

Zhejiang 12

Zhejiang has a large market, low discount rate and high cost of entering the store. Need to provide necessary support and profit, other drugs can be issued.

13, Jiangsu

The market is large, the discount rate is low and the cost of entering the store is high. Necessary support and concessions must be given, and other medicines can be sent.

14, Anhui

Fujian 15

Newspaper recruitment

Jiangxi 16

Newspaper recruitment

17, Shandong

Determine the sole general agent and overall responsibility system, and divide the necessary market assistance.

18, Sichuan

Guizhou 19

20.yunnan

Assist in recruitment

2 1, Shaanxi

Newspaper recruitment

22. Xinjiang

Second, the sales work plan:

According to the current market situation, we should establish the general idea of taking the current regional manager as the main person in charge and the foundation of network expansion, still position the market in OTC and rural market, and must strengthen the requirements for the establishment of market network to ensure the combination of point and area.

Third, market support.

1. In order to protect the market, expand the scope of distribution and strengthen business management, to complete the sales payment of 700,000 cases by the end of the year, the market distribution must reach1100,000 cases.

2. Before the end of August, all participants are required to conduct necessary investment promotion and recruitment, and local recruitment is also required. The expenses are controlled within 2000, and the regional managers who cannot cooperate with the company are qualified. Reward areas that successfully recruit merchants. In the newly developed areas, if more than 5 pieces are sold at one time, the reward will be 1 piece.

Four. Management suggestion

The company should form standardized management, absolutely avoid giving salesmen the illusion of management confusion and turbulence, make clear that all sales activities are for the concept of company development, establish the prestige of managers, and make clear that salesmen can't make much profit in the market development stage, so that salesmen can devote themselves wholeheartedly; Designated companies set up a network model for OTC and conference promotion and sales, and then fine-tune it appropriately, instead of letting it drift.

The Company is required to do the following work:

First of all, clear objectives:

All sales are for the company, all employees are the resources of the enterprise, and sales activities are for the development of the enterprise. No matter what products the company sells, they all belong to the company. Moreover, all networks and personnel are the company's resources, so we should make full use of this resource for overall sales and management.

Second, careful division of labor:

Since Chengdu has set up a sales center, it should transfer its business to Chengdu as a whole. Leshan can only be used as the approval and logistical support for all special contracts such as contract management, contract review, payment collection, business file collection management and delivery confirmation.

There is not an enterprise sales center that does not know the detailed delivery, sales and payment, which is not conducive to market information feedback or market control. The main source of information for marketing center to make market decisions is various sales data. If these data are lost, the marketing center will lose its meaning.

Therefore, the specific requirements are:

1, the intelligence of Chengdu:

Responsible for all the sales work, Leshan should directly transfer all the information feedback to Chengdu, and Chengdu should handle the necessary information, instead of letting many Leshan handle the situation in advance, which will make the salesman lose trust in the enterprise.

2. The wisdom of Leshan;

Provide daily sales information, delivery and payment information should be strictly managed, and major contracts should be approved. It can only be handled as the final decision of logistics support and problems.

Three. Specific requirements and arrangements:

1. Hold a national meeting of regional managers, stipulate a unified market operation mode, enhance the confidence of sales personnel in the enterprise, and improve the cohesion of the enterprise.

2. Market segmentation, investment promotion and recruitment are needed, and the expenses are offset by drugs to reduce the company's cash expenditure.

3, continue to increase the protection of the market, demanding a unified sales price. Increase support for the market.

4. Strengthen contract and business management.