Three essays on the summary of the work of medical representatives

summary of the work of medical representatives

The work of one year is coming to an end. I believe that at the end of the year, everyone has something to say, which is certain. Everyone has different ideas, which requires continuous efforts to recall the work of one year. Summarizing the work in the past year is also an incentive for yourself.

2XX years have passed, and today is the beginning of a new year. I would like to take this opportunity to make a summary of my work in the past year and make a new year plan. First of all, I am very grateful to several leaders for their support and help in our work. I want to express my gratitude to the leaders with warm applause from all of you! Thank you!

Is this period of alternation between the old and the new the end of a year or the prelude to a new year? Is it the end or the beginning? It doesn't matter. The important thing is: I have experienced so much in the old year, lost and regretted; I have gained and enriched ... But for the new year, I still have a dream in my heart.

Let me give you an example. When I was in a hospital for business, it was very hot in summer. I used to bring them a watermelon and other fruits every time I went. Later, it took a long time. They said, Xiao Tao, don't be so polite when you come next time, but when I saw them eating watermelon, I had to look for knives everywhere. I used to only eat it every time. Anyway, I brought it to you and I'll eat it when it's ready. I thought why not give it to them every time? Since then, I have become a frequent visitor to their place, and I don't have to buy food every time. I have some to eat myself. Kill two birds with one stone, although it's only a small thing, it's a big deal for them! The fourth mouth is to think of seeing it, so we have to say that we will do it in the end. People always like to listen to nice words. It's okay for you to say a few more words, but he feels comfortable psychologically. Here I'm going to be bothersome again. For example, we often go to other places and bring back local specialties in buy buy to important customers. As for how to say it, I think I don't say it. Everyone knows.

I remember that every time I go to the pharmacy department of a hospital, I don't go empty-handed, even if I have a bottle of drink, because the purchaser likes these little things very much. I basically go once a week, but every time the director is here, she doesn't want it and doesn't give me anything nice. Although I said I didn't want it, I finally took it. A few days ago, I went there again, and I didn't know what to buy. I heard a friend say that there was a good store in Ningbo that bought Huangyan oranges, so I ran over and bought two boxes. The director was there, and I went in. He said that if you do this again, don't come next time. I took it as a token of my appreciation, director. I went to Taizhou and brought you some Huangyan oranges, which was very good. You can take them back to enjoy it. Don't come often. I'll call you if something happens, or you can call me.

No matter what he said is true, I feel much more relaxed. I will dare to communicate with him next time. Last time I went back from Xiaoshan, I brought her two boxes of dried radishes. Sometimes these lies are also white lies. I can't help it, for work! Now I'm a handyman, so I usually send more messages to my customers when I'm free. Some words can't be expressed in words, but it's better to express them in words. Under what holidays and greetings, a dime of information may also have unexpected results. At Christmas, I sent a message to all my customers. Although only 3% of my customers replied to me, I was already satisfied. Finally, it's almost the fifth time, that is, the first five times. If you want to do it, you must make persistent efforts. If you succeed, it's not terrible to fail. I remember reading a sentence from a successful person. Strong, attentive strength to cheer for yourself; A person's life can't be smooth sailing, so from the moment you have self-awareness, you must have a clear understanding that there must be ups and downs in a person's life, and it is absolutely impossible for every day to be a good day and every year to be a good year, so when we encounter setbacks, don't feel surprised and depressed, but should try to take it for granted and then calmly treat it and solve it.

Although I didn't achieve great success in my work in the past year, this is what I summed up and what I learned under the leadership. In the new year, I want to make use of the skills I have at present. I hope that with the support of leaders and the help of all of you, I will make a plan for myself to develop some new products while completing the sales of our main products. At present, the hospital I am doing is justifiable. I will maintain a certain sales volume and try to increase the sales volume as much as possible. I will try my best to develop as soon as possible what is not developed in the hospital I belong to.

I hope that with the support of leaders in the new year, let's work together in by going up one flight of stairs, for the sake of individuals and the company. Dear friends who are fighting in the front line of medicine, don't feel at a loss for the difficulties they are facing at present, believe in your own efforts and create a brilliant tomorrow. Today, small talents are showing sharp corners, and tomorrow, the lotus fragrance will fly all over the pond!

One year's work has ended. In the coming year, we will continue to work hard. This is a problem that we can't refuse all the time. This is our summary at the end of the year. Every year has its own progress, every year will have its own growth! I believe everyone will achieve the most complete success in the coming year!

summary of the work of medical representatives Part II

First, the current situation of medical representatives:

1. At present, the drug price is falling and falling, and there is no more profit, so the space is getting smaller and smaller and it is difficult for customers to operate.

2. Even if some products won the bid, the sales of the products were hindered by various local reasons. For example, a certain drug in a certain province won the bid, and the price was: RMB, with no big customers, just some small ones. Moreover, some hospitals did not sell medical insurance and free medical care products, and customers were unwilling to operate. Some other hospitals stopped taking new drugs, and perhaps they could not find customers who could really operate such varieties. Compared with other provinces and cities, this product also won the bid, and the price is less than that of the provincial ones. Although the situation is similar, it can enter several hospitals and have sales every month. The reason is that if you want to find it, you should find a network. Such a supply platform is more conducive to the sales and promotion of products.

3. In the bidding quotations of various places, due to the lack of experience of medical month representatives, the situation of bidding failure often occurs. At this point, I need to make a profound review, learn more knowledge of medical month representatives in the future, and try my best to do enough work classes when bidding quotations to improve my own quotation level to ensure smooth completion.

4. In terms of telephone investment promotion, some negotiation skills also need to be strengthened. As long as we observe and explore attentively, the starting point of the topic is easy to find, so as to ensure that every telephone investment promotion process can be smooth and smooth. Without winning the bid, telephone investment promotion is the main sales model, and the company's image is also known by customers on the phone, so we should also improve it in this respect and give customers a good impression.

Second, the general situation of the relevant provinces in charge:

With the vigorous rectification of the representative market of China Medical Month, the recruitment of representatives of Medical Month is gradually strengthened in the face of the national drug supervision, the distribution mode of drug hospitals and the further control of drug price management, and many restrictive drug sales policies are put in place. (This article is provided free of charge, please specify) The quotation is * * *. Some customers sell their goods locally, but the sales volume is not large. It is understood that in a certain city in a certain province, most hospitals will first consider whether it is a product that won the bid this year. In addition, this year's local policy is that all varieties with limited prices can be shortlisted as long as the quoted price is within the limited price. As a result, most of the market has been occupied by products that have been opened before. In addition, each hospital can only enter two specifications (one product and two regulations)

In the province, the sales of the winning products in the * * area I am responsible for are also unsatisfactory, and there are not many varieties that real customers can operate. There are several main reasons for the analysis:

1. The local market demand determines the overall sales of products.

2. The profit margin of drugs is not enough, which leads to customers' lack of extreme product in sales.

3. The winning variety of the company is not the customer's sales specialty (the wrong person can't be found).

summary of the work of medical representatives

Medical representatives are a competitive industry, an industry that can exercise people very much, and an industry full of challenges! This is my original intention to enter this industry. When I first started working, I was full of confidence and believed that I could do this job well! With the progress of the work, some of my problems were exposed bit by bit. Although I was a little frustrated, Director Xie helped me point them out one by one and brought them up at the meeting. Let's help me solve them together! I have benefited a lot, so I am very grateful to the enthusiastic director Xie and colleagues! They made me no longer confused and taught me a lot!

For example, when I visited the doctor for the first time, I would say as soon as I entered the door, "Hello, teacher, I'm Xiao Li from Li Kejun, and this is my business card." Then give the doctor a business card with both hands, and the doctor will say, "How come I haven't seen you before!" " I said, "I'm new here and just took over our hospital. Please take care of me in the future!" " Some doctors will test me on some product knowledge, among which I speak poorly because of nervousness! In this way, I visited the doctor repeatedly and corrected my mistakes constantly, and my progress moved forward at a visible speed! Here, I feel that Director Xie in our office is very good. In order to improve me, I put forward a drill to visit the doctor during the meeting and then explain the unreasonable places, which has a strong promoting effect on me. There are also lectures on product knowledge, from which I can get new inspiration every time and strengthen my memory of some unfamiliar places!

Through my work during this period, I feel that in our line of work, I don't mean that I need a lot of sales experience, but mainly my relationship with customers. If I have a good relationship, I will naturally want to increase the quantity, and that is a very simple matter. Of course, doing sales first means being a person is very important. When we make products, we must first have a deep understanding of our own varieties. How can we communicate with others without knowing our own things clearly? Then there are five diligence, that is, brain diligence, leg diligence, eye diligence, mouth diligence and hand diligence. Everyone may know and understand these lessons, and this is what leaders often preach, so I won't explain them one by one here. I didn't do very well in these aspects, maybe I didn't work hard enough, which is also the direction I will improve and work hard in the future. Although I haven't achieved much in my work in these two months, these are some skills I have summarized and learned under the leadership of the leaders.

In the future, I want to make use of the skills I have mastered now, and I hope that with the help of leaders, directors and colleagues, I will draw up a plan for myself:

1. Strive to increase my sales, maintain and follow up under the developed situation, avoid unnecessary out-of-stock and out-of-stock behaviors, and try every means to join the relationship with customers;

2. We should constantly strengthen our business ability, read more product materials and related knowledge, learn more, communicate with colleagues and leaders and learn better ways and means from them;

3. Work hard, actively cooperate with the leaders, and complete the work assigned by the leaders, so as to put an end to procrastination, strengthen reflection, sum up the gains and losses of work in time, correct mistakes and correct attitudes.

I hope that with the support of the leaders in the future, let's work together in by going up one flight of stairs, for the office and for ourselves, and don't be stopped by difficulties. I believe in our own efforts and that under the leadership of the leaders, we will create a brilliant tomorrow.