Personal work summary of drug sales (five articles)

How to write a personal work summary of drug sales? The following is a summary of my personal work in drug sales (five articles). The following is a summary of my personal work in drug sales (five articles). I hope you like it.

Personal Work Summary of Drug Sales (I)

The year-end bell of 202 1 is about to ring. Looking back on 20021,it was a year of sowing hope and harvesting fruitful results. Under the correct leadership of the superior leaders, with the joint efforts of all departments of the company and all colleagues in the pharmacy, as a store manager, I feel deeply responsible. Years of work experience have made me. The second is to have good professional knowledge as the backing, and the third is to have a good management system; Cost accounting is the most important. To control the cost of pharmacies, minimize costs and maximize profits, the most important thing is to observe attentively, communicate attentively with customers to retain new customers and develop into repeat customers, so that you can do well, and summarize the following points in detail:

First, put the quality of drugs first, ensure the safety of people's medication, supervise the implementation of GSP, always consider the interests of the company, patiently and enthusiastically do their jobs and work hard.

Second, seriously implement the company's business policy, and at the same time correctly and timely convey the company's business strategy to every employee, which plays a role as a bridge between the preceding and the following.

Third, do a good job in the ideological work of employees, unite the employees in the store, fully mobilize and give play to the enthusiasm of employees, understand the advantages of each employee, give play to their strengths, do what they can, enhance the cohesiveness of the store, and make it a United collective.

Four, through various channels, such as newspapers, Internet, drug news, as well as the newly promulgated policies and regulations of various drugs, to understand the information of the same industry and drugs, to understand the shopping psychology of customers, so as to know ourselves and win every battle, so that our work is more targeted. For example, as drug sellers, we also take drugs, and we usually need to get sick and prescribe the right medicine.

5. Set an example. As a store manager, we should set an example for employees, constantly instill corporate culture in employees and educate employees to have a sense of the overall situation. We should proceed from the overall interests of the company. For example, the company's price adjustment requirements for this drug in this place cannot be lower than the lowest market price of this drug. As employees, we should not sell drugs below this standard because of the relationship or the bargaining of customers, and ignore the overall interests of the company.

Sixth, rely on thoughtful and meticulous service to attract customers. Give full play to the initiative and creativity of all employees, and let employees change from passive "let me do" to positive "I want to do". In order to create a good shopping environment for customers and create more sales performance for the company, lead employees to do the following work. First of all, do a good job of cleaning every day to create a comfortable shopping environment for customers; Secondly, actively serve customers and meet the needs of consumers as much as possible; We should constantly strengthen our sense of service and let our customers leave our store with sincere smiles and polite language. Our retail pharmacies can regularly organize internal training according to their own actual situation, so that store managers or other excellent employees can introduce their own experiences in drug promotion, write down and summarize some drugs with better efficacy feedback from customers at any time, and share these resources, so that each employee can be more confident and professional when recommending drugs to customers, thus increasing customers' trust in us. If you want to buy drugs with good prices, you should not only shop around in terms of purchasing goods, but also shop around in terms of selling drugs to compare quality, reputation and price.

Seven, handle the cooperation between departments, work cooperation between superiors and subordinates, less complaints, more enthusiasm, objective view of the problems in the work, with a positive attitude to solve.

Now, the management of the store is gradually becoming digital and scientific, and the improvement of management means puts forward new job requirements for the store manager. Skilled business will help us achieve various operational indicators. A new year has begun, and achievements can only represent the past. I will manage our pharmacy with more exquisite and skilled business.

Facing the work of 202 1, I feel a great responsibility. We should keep a clear head at all times, manage Tomb-Sweeping Day's work ideas well, and focus on the following aspects:

1. Strengthen daily management, especially the management of basic work;

2. Increase the training of employees internally, and comprehensively improve the overall quality of employees;

3. Establish a high degree of loyalty to the company, love your job, take care of the overall situation, think of everything for the company, and contribute to the overall improvement of the economic benefits of the company.

4. Strengthen unity and cooperation with various departments and brother companies, create the best and seamless working environment, remove discordant notes, give full play to employees' greatest work enthusiasm, and gradually become an excellent team.

Personal Work Summary of Drug Sales (Ⅱ)

Time flies like a meteor in the sky. I hope I can seize this short moment. Unconsciously, I have been in the pharmaceutical company for a month. Looking back on the work during this period, I make the following summary.

One: the change of ideas

Concept can be said to be a relatively fixed thing, and a person must go through a long-term ideological struggle to change his original concept. Although sales are one thing. However, different products face different adaptation groups and different consumer groups. Different companies have different sales models. We must change from passive work to active customer development and many other ideas.

Two: the implementation of job responsibilities.

Job responsibilities are the job requirements of employees, and also the standard to measure the quality of employees' work. Since I have been engaged in business, I have been taking my job responsibilities as the standard of action, starting from bit by bit in my work, and strictly demanding that my actions conform to the terms of my duties. First, I can start with product knowledge, carefully analyze market information while understanding product knowledge, and make marketing plans in time. Secondly, I often communicate frequently with sales staff in other regions, analyze the market situation, existing problems and countermeasures, so that in my daily work, after receiving the tasks assigned by the leaders, I actively start and finish the tasks on time on the premise of ensuring the quality of work.

As a salesperson, my job responsibilities are:

1, do everything possible to complete the regional sales task;

2. Strive to complete the requirements in the sales management measures;

3. Be responsible for strictly implementing all procedures of products;

4. Actively and extensively collect market information and report to leaders in time;

5. Strictly abide by the company's rules and regulations;

6. Have a high degree of professionalism and a high sense of ownership;

7, complete other work assigned by the leadership.

Third, clarify the task objectives and strive to complete them on time with good quality and quantity.

At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I should take the initiative to understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit. On the other hand, I want to actively think about and supplement the marketing model.

Fourth, the current market analysis:

Tiopronin injection has only one customer in Kunming. Although Yunnan-Guizhou Plateau is economically backward, its market potential is huge. Generally speaking, Guizhou market is developing better than Yunnan market. Yunnan market: A customer of cefixime chewable tablets ate two tablets in March. Guizhou market: Cefoxime chewable tablets have three customers in Zunyi, Guizhou, and tiopronin injection has customers in Taiyi, Kang Xin, Minsheng and Zunyi respectively. Among them, the cumulative annual sales volume of Kang Xin in Guizhou reached 14, but the sales volume in other regions was not satisfactory. Judging from the above sales data, Yunnan is basically a blank market. Cefexoxime chewable tablets are basically blank in Guizhou. Tiopronin occupies less than one-third of the market share in Guizhou. Judging from the economic and market norms of the two places, Yunnan has an advantage over Guizhou. From the product structure, cefixime chewable tablets go to the terminal. Tiopronin injection and betaxolol hydrochloride eye drops can only be used clinically. (All clinical varieties need to win the bid when they enter the hospital, and the early development time is long). The situation is also quite grim.

In short, we should expand the market in the future and strive to double our performance.

Personal Work Summary of Drug Sales (3)

Unconsciously, a busy year has passed. In this strange city, it seems that a year has passed faster, which makes people a little reluctant to believe.

202 1 I have learned a lot. I thank the enterprises that accept my work, my leaders, my colleagues, my friends and my customers. Because of their help, trust, recognition and encouragement, I can love my work more and work harder.

Sales is a competitive industry, and it is also an industry that can exercise people very much. When I first started working, I really didn't have confidence. Instead of rising, my grades are declining. Apart from daily visits and publicity, I don't know where I can work hard. Two months have passed. I can't say I'm a new employee. I'm already familiar with the market. I should be familiar with most customers, but when the sales list came out at the end of the month, I was dumbfounded. I am always afraid to report to the director as soon as I get the bill, because it is not an exciting report card. When I got the bill, I became preoccupied and walked on the road, thinking about my lines and how to call the director. Therefore, I often can't think of any reason to protect this failed report card to ensure that I don't accept criticism. Often the director calls the next day to ask, so I have to tell the truth. Of course, criticism is inevitable.

It was always difficult to sleep at night at that time. I lay in bed, with the lights off and my eyes open, looking at the faint light oozing out, and I didn't feel sleepy at all. I'm thinking about what to do tomorrow, who to see, what to say to them, and what kind of results I hope to get. I think about these problems every night, and I do it every day. But I don't know if my grades can go up like this. At that time, the director said that if I couldn't meet the requirements of the company after the three-month probation period, I would either change the market for me or leave. I remember that when I was discussing this issue with the director, my nose was sore, and I usually didn't talk under such circumstances. After the director finished speaking, my heart calmed down. I asked seriously, hoping he could give me another month. Seriously, I hope he can give me another month.

However, I still hope that with my efforts, I can achieve better results and continue this job. I have trudged through the third month with the burden of being fired. Finally, when the report card came out at the end of the month, I got a call asking me to get the bill. When I was asked urgently, he joked that the company would give me a bonus this month and told me the figures. I jumped up in the room and rushed to my forehead excitedly, despite that. At this time, I still dare not call the director at the first time because I don't know how to tell him. I am afraid that I will be proud when I am excited, and I am afraid that I will misunderstand when I am calm. I didn't tell him until the next morning when I went to the pharmaceutical factory to call the director and he asked me. I remember he said three words at that time, which was not bad. This is a compliment and an encouragement to me, because the director has never praised me before, so I am in awe of him.

I still dare not relax. With this encouragement, I worked harder and my grades improved in the next two months. However, the good times did not last long. After two months, my grades dropped sharply in September and 10, and my life went back to the past and became tense. But in 165438+ 10, there was another turning point, and the quantity could return, which became a kind of self-encouragement after failure. In this way, life is changing as always, and the only thing that can't be changed is my attitude towards work. Anyway, there is no room for slack every working day, because competition is everywhere. As long as competitors see a loophole, it will definitely disturb your balance. Of course, without competition, there will be no motivation and no market.

Finally, thank you again for your leaders and colleagues. I will use my actual performance to make the sales performance by going up one flight of stairs!

Personal Work Summary of Drug Sales (4)

202 1 has arrived. Looking back on 20021,it was a year of sowing hope and harvesting fruitful results. Under the correct leadership of superior leaders, with the joint efforts of all departments of the company and all colleagues in the sales department, we have achieved quite gratifying results. Completed1980,000 tasks this year. The achievement rate of sales target is 92.3%, the achievement rate of payment is 9 1%, and the achievement rate of gross profit is 90%. The compliance rate of comprehensive index assessment is 9 1. 13%, which basically meets the assessment requirements of the company.

As a team leader, I feel deeply responsible and honored. These years' work experience has made me understand a truth: as a terminal seller and commercial drawer, you must first have a good psychological quality; Second, you should have professional skills and knowledge as the backing; Third, you should have a good management system. Cost accounting is the most important. How to control the sales of end customers and commercial customers to minimize costs and maximize profits? The most important thing is to observe attentively, communicate with customers attentively, retain old customers, develop new customers, and do the best possible, which can be summarized as follows:

First, the smooth flow of end customers and commercial customers.

(1) Attractive sales certification policy:

1. Always talk about everything from the customer's standpoint.

2. Fully expound and carefully calculate the unusual benefits brought to him,

3. communicate the grand goals of the present and the future.

(2) Good friends and partnerships

1. Fully respect each other, be sincere and moving, and conquer each other with your heart.

2. Good communication skills and frequent communication to maintain a close relationship,

3. Correctly apply the benefit-driven principle and handle the relationship with companies and individuals.

4. Understand the needs of different customers

(3) Strong self-development market ability

1. Introduce the sales force, promotion means and activities of the area (region) under its jurisdiction in detail.

2. Briefly introduce the company's promotion and development strategy for the national market.

3. Learn more about the company's superior products, indications and application promotion, and learn about other products. Do have products in your heart and products in your heart.

Second, do a good job in the ideological work of employees, unite the employees in this department, fully mobilize and give full play to the enthusiasm of employees, understand the advantages of each employee, and give full play to their specialties, so as to apply quantity, enhance the cohesion of the department, and make it a United collective.

Although there are many difficulties and twists and turns in our daily work, according to our billing staff, some township clinics dare not purchase in large quantities, resulting in a decline in sales due to medical reform and other reasons. At the same time, some customers complained that the price was high and the gifts were not in place, but with the help of the brother departments, all the problems were properly solved. We unite as one, regard difficulties as "paper tigers", despise them strategically and attach importance to them tactically.

Third, rely on thoughtful and meticulous service to attract customers, give full play to the initiative and creativity of all employees, so that employees can do their jobs well in the following aspects, create a good shopping environment for customers and create more sales performance for the company. First of all, we should adjust our mentality, complain less, treat the problems at work more enthusiastically and objectively, and solve them with a positive attitude to create a comfortable mood for our customers. Secondly, we should actively serve our customers, meet their needs as much as possible, constantly strengthen our sense of service, and use heartfelt smiles and polite language to make our customers satisfied with their plans.

Fourth, strengthen study and constantly improve ideological and professional quality.

1. There is no end to learning. Only by constantly charging can I maintain my career, so I have been actively learning. Over the past year, the company has organized medical knowledge theory and various learning lectures, and we all attended them seriously. By learning knowledge, I established my advanced working concept and made clear the direction of my future work. With the development of society and the update of knowledge, we have been urging us to keep learning. Through these learning activities,

2. Work hard and complete the tasks assigned by the company. The work content is very complicated, including mailing customer information, telephone call back before and after customer sales, and a series of daily chores of customers, such as inspection, fax information, marketing coordination and so on. , all need to be done seriously for customers. Every task assigned by the company, such as some promotional varieties of OTC, and biological products are free of expiry date. All varieties of medical devices department, as well as some active varieties of several major manufacturers, such as Sanjiu and Wang Shi. , are completed with the greatest enthusiasm. Basically, you should be able to bear hardships, high quality and high efficiency.

In short, the overall work has made progress this year, and other work needs to be improved. Of course, our leaders are busy, and what's more, our sales staff are tired of running around in the dark every day. I don't know how much sweat they have shed and how much grievances they have suffered, but they still have no regrets. No pains, no gains, we know how to be grateful, and we will be more conscientious in the future to complete the tasks assigned by the company.

Finally, I wish all colleagues good health and smooth work in the new year! And wish _ _ pharmaceutical company prosperous performance, create brilliant again!

Personal Work Summary of Drug Sales (Chapter V)

As a medical salesman, he is not an isolated individual. He only accepts instructions from his superiors and then carries them out mechanically. In fact, he faces different regions (districts) and manages dozens or even more medical (pharmacy) teachers in the region. How to fully mobilize their enthusiasm and how to allocate resources (including time) reasonably is a very difficult, complicated and very important thing. It can be said that each region is the basic management unit of the company's sales department. Only by doing it well can the whole company move forward faster. In view of this, district (or regional) management will dredge all links in the field of drug circulation through the rational use of resources (sales time, sales tools, promotion expenses and human resources), make its channels unimpeded, disappear smoothly in the field of circulation, increase market coverage in the region, improve sales performance and reduce sales expenses.

(a) drug circulation channels:

1, under normal circumstances, the drug circulation channels are:

Pharmaceutical companies-distributors-hospitals, retail pharmacies-patients

2, drug circulation process in the hospital:

Dealers, pharmaceutical factories, pharmacies, small pharmacies, doctors and patients.

(2) Smooth drug circulation channels.

It should have been very easy for a new drug with definite curative effect and certain market to be accepted by dealers or hospitals. However, due to the sharp increase in research and development of new drugs in recent two years, dealers or hospitals have a lot of choices, which leads to the problem of difficult sales of new drugs. If a new drug wants to be finally consumed by patients, we must first ensure the smooth channels.

1, the dealer clears:

(1) Attractive business policies:

note:

A, always talk about everything from the standpoint of customers (distributors)

B fully expound and carefully calculate the unusual benefits brought to him.

C. communicate the lofty goals of the present and the future.

(2) Good friends and partnerships

A, fully respect each other, move with sincerity, and conquer each other with sincerity.

B, good communication skills, frequent communication and close relationship.

C, correctly apply the principle of interest-driven, and handle the relationship with companies and individuals.

D, understand the needs of different customers

(3) Strong self-development market ability

A. Introduce in detail the sales force, promotion means and activities of the area (region) under its jurisdiction.

B briefly introduce the company's promotion and development strategy for the national market.

C. Learn more about the efficacy, indications and application promotion of the company's products.

D. Explore ways for both parties to jointly develop the markets in their respective regions (regions).

With the above three items, it should be very easy for a new drug to be recognized and accepted by distributors.

2, the hospital pharmacy (also known as large pharmacy) dredge.

(1) New drugs enter the hospital warehouse:

A, collect hospital information in detail (including dean, pharmaceutical affairs management committee, director of pharmacy department, purchasing or planner, director of product-related departments, experts or important doctors, and even relevant officials of health bureau who manage the hospital).

B, find out the key figures that affect the drug procurement in our hospital, and conduct a comprehensive and detailed investigation and understanding, especially his special needs and difficulties.

C, contact with important people (may be the dean, director of pharmacy, head of relevant departments, etc.). ) to persuade them to make a decision.

(2) Maintaining drug purchase: Although it is an important step for new drugs to enter the drug store, it is even more arduous and long-term and difficult to maintain a certain number of drugs for a long time. Therefore, it is necessary to maintain frequent contacts, deepen mutual understanding, and deal with the problems arising from the cooperation between the two sides from a long-term perspective.

3, hospital pharmacy (small warehouse, small pharmacy) dredge, dredge this link, and the pharmacy head (group leader or supervisor) to maintain a good personal relationship is very important, so you have to do:

(1) Pay more attention to him and meet his needs.

(2) Visit frequently to deepen your impression and understanding.

(3) Reasonable communication expenses

Larger hospitals and pharmacies (large pharmacies) are responsible for purchasing drugs from drug distributors and keeping them properly, while small pharmacies are responsible for receiving and distributing drugs. If it is not unblocked, the medicine will not be taken out of the pharmacy. When doctors prescribe, patients have nothing to take in small pharmacies (outpatient pharmacies, inpatient pharmacies, specialist pharmacies), but the products are "sleeping" in big pharmacies. Of course, it will affect the drug intake once a month (or once a quarter).

4. Doctors who have the right to prescribe (also called clinical work or hospital promotion) want to squeeze into the market and occupy the market. The only way is to rely on doctors, who directly face patients and make drugs disappear from the circulation field and enter the consumption field through prescriptions, so as to realize drug sales, create benefits for the company and ensure the company's reasonable profits. This requires doctor Yamatonokusushi to fully understand the products, expand market share and increase prescriptions, but it must be aimed at key doctors. Usually in hospitals above the provincial level (especially medical affiliated hospitals), the authority and guidance of superior doctors are particularly prominent. Therefore, department directors (including experts), attending doctors and general residents are the most important doctors and the key prescribers, and it is particularly important to clear the prescription links of doctors. The core dredging methods are as follows:

(1) Face-to-face visit: From the current sales situation of medicine and pharmaceutical industry, face-to-face visit (in person) is the most important method in sales work, accounting for more than 80% of the sales room. It is the application of leaflets, small gifts and personal charm literature samples to sell themselves to doctors (pharmacists) one by one. The purpose is to let the doctor accept it from the heart and let the doctor prescribe the medicine produced by our company.

First, targeted, that is, in-depth discussion and understanding of specific people, specific problems, both sides and products to meet the needs of different levels and different expectations.

B, face-to-face conversation with each other, full of intimacy, easy-going atmosphere is easy to establish the foundation of long-term close cooperation with each other.

C. Face-to-face visits consume a lot of time and cost, and at the same time, they also require high quality and sales skills, so the effects produced in unit time are very different.

D, product introduction is not systematic.

(2) Characteristics of clinical meetings:

A, information can be transmitted to multiple doctors in a short time, with high efficiency and cost saving.

B, introduce the complete system of products, but the depth is not enough to take into account the specific requirements of specific doctors.

C. the combination of speech and discussion will make up for the lack of depth.

D, unable to establish close personal relationships

The above two forms (face-to-face consultation forum) are two important methods of clinical work, and the principles are as follows:

Spend enough money on important doctors through frequent personal visits.

For general target physicians, hold small-scale seminars in departments to introduce companies and products, influence and persuade them. ?

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