(9) Medical representative
The medical representative is a person who sells the first line in the sale of the first line. The medical representative of mainland China is probably divided into two types.
The first kind is to sell domestic manufacturers or foreign pharmaceuticals. The promotion mode is sold, such as a rebate to the doctor. These representatives are that the company is directly hired, and some are the dealers hired. It is very flexible to operate, as long as you can make money, you can meet your doctor's needs, including academic and non-academic, the proportion of the latter will naturally be much larger than the former. The most important reason is that its promotion is relatively competitive, including efficacy, safety or process of production, and the current evidence of the most popular large-scale evidence, this forces the promotion of domestic manufacturers. The way the way has formed such a kind of atmosphere, you don't do this, you can't survive.
The second, is a drug for selling foreign manufacturers. Most of these manufacturers are mostly dozens of ranks in the world. The global annual sales are at least billions of dollars. All of these representatives are directly hired, after the system's training (such as product knowledge, sales skills, etc.) can be employed. Objective speaking, their promotion method is academic promotion, which means to promote the sales of products with academic needs to meet doctors. But don't forget, the market here is the market in China. Due to the special nature of the medical sales environment, forced many manufacturers to be caught in the country, although these companies still don't dare to make a replies of drugs in accordance with sales, but always can If you want to change the pattern (definitely not more than the domestic giving, domestic companies will put horses in high-quality academic conferences), such as sending a horses, misunderstanding, or reimbursement during the meeting, sponsoring doctors to the field Or the cost of foreign meeting then arrange the game activities, give the department or personal benefits when he is a holiday or if necessary, as for some small gifts. Otherwhere, if you let your doctor fill in patient information or other relevant information, then to the labor fee or equal gift.
Of course, there are also individual companies to be completely "no rhyme". There is no pattern, only the high-quality academic conference activities of hard Bangbang, no horses and messenger fees, reasonable sponsorship doctors' field meeting, but do not arrange tour activities (law is Allowed), you can then send some academic data and small gifts (the amount allowed by the law in the law), and strictly regulate, unless you have an academic conference, please invite customers to eat, as for other entertainment The activity is even more, this promotion method is especially unique, but after a few years of practice, this year, some major manufacturers have also begun to promote promotion, slowly moving toward this direction. Despite this The entire market is now a bit of difficult to return. If it is not possible to completely carry out a system change, it is impossible to change the whole line of travel, it is impossible to change the entire line of travel. The current situation is that if the doctor wants to pursue academic words, I will find foreign manufacturers to support, from there; if you want money, you will find domestic manufacturers. People often have multiple demand, while marketing The diversity is able to meet the needs of its various aspects. It does not hinder its business ability, and it can make their wallets a lot per month.
My company, is the most special company, and I have been very uninhabined, and I am used to it. I appreciate such a corporate culture. If you think from the patient's perspective, who doesn't want the doctor to give your own medicine to be really helpful and the best. (Of course, the price is relatively high), and the back is clean? ? I believe in the principle of doing things after being worked, so I have been very hard in the first half of the year. The company's policy is that I can't give him, but it is far less than enough. After all, the competition products of the same grade are still very much, and they can all give good benefits and the price is cheaper than me. This kind of words What makes customers accept my promotion? This is no different from the empty gloves. Every night is very annoying, often insomnia, often thinking about how to approach customers, pondering their respective personality features, analyzing other needs other than money. When I go to work during the day, I will do it in the evening thinking, go to the customer, and slowly build each other trust. This stage pays the biggest thing to help some of a key customer for free for more than half a year.
After the establishment of the relationship with the customer, I focus on the professional visit to key customers. This requires that there is a very good understanding of the product knowledge I have promoted, but also requires considerable understanding of competitive products and more in-depth understanding of certain diseases. This takes a lot of effort, after all, I am not a doctor or learning. All in the visit, fully understand the concerns of specific customers, analyze the advantages of each product in some adaptations, taking the sale, talking, emotional rendering, etc., then slowly moving towards individual marketing Going in the direction.
In this way, at the end of 2003, it was more embarrassed, and the performance was getting better. The contribution rate of a product reached 2.5% in the country, and the total amount of the total amount was higher than the national average. At this time, it can be said without exaggeration. I have the same medical treatment in some diseases, and the level of the specialist is. Because a professional medical representative is to be at least to be an expert in the drugs promoted, huh, huh.
Let's talk about the distress of sales staff.
First, the adjustment of the mentality is very important. Sales work requires every day and different customers, don't expect all customers to accept you, recognize you, as long as 60% of them can truly accept you very good. This is what people often say, huh, huh. Therefore, cold faces and inextrual attitudes can often be seen, which requires salesperson's psychological endurance must be strong, because these people are your customers, can't afford it, if there is a chance to change their best, If you can't, then you will do at least let the other party not against you. These are actually small problems, it is easy to deal with.
Second, the pressure from the company is from the internal pressure. Since it is a company, you will inevitably face many contradictions, such as the unreasonable resource allocation, the indicator is also high in heaven, the other departments cooperate, and even the legs, if the luck is not good, encounter a bad boss, The problem is more. I personally think this is a big problem. Specific to resource allocation and index allocation is unreasonable, personal thinking, at least 100% efforts to let companies see our sales staff, and then reflect it in a timely, this is of course also to pay attention to skills. After all, children who will cry will have milk. If it is a cooperation problem in other departments, this is a big company to avoid it. Non personal ability can be solved, so avoid working with these departments as much as possible, can't afford to hide? I have had a few lessons, I have made some satellite conferences across the city. The following payment issues can be dragged for more than half a year. Finally, even customers are afraid to cooperate with us, sales are also affected by a certain degree. . As far as the issue of direct executives, it is more complicated, but basic communication is still the premise, and the three words cannot be finished. The result is nothing more than a few, first, he walks, second, you walk, third, two people are walking. Finally, the pressure of personal thoughts. The stress of sales staff is very large, and it is even more big to go to the medical representative. Generally speaking, the intellectuals of this society are the most difficult to communicate, because most of their education is high, poor, selfish, beware, and weak, weakness is particularly high. And this kind of care is embedded in the bones, and it is easy to notice. Such people account for most, especially internal medicine doctors in doctors and teachers. (They are not like people on the mall, all required can be talked on the desktop. But can't deny that they are all very good people, but the good people have a shortcoming?) Medical representatives often deal with such personners, this The communication is really laborious. After returning home, it is also considered that the completion of the indicator is also concerned about the impact of the national and local policies on sales, relying on the tired of TMD. It's much more in front of the customer during the day. If I go home, I don't want to talk or too lazy to talk, and occasional temper will also be a little annoyed. In order to deemine such intangible pressure, people of different personality will always try their best. In the first two years, I always habitually go to the entertainment venue. When all kinds of friends are together, the mood will be easy, remove the face of the day, indulgently in alcohol, music and swing.
There are many medical representatives, and it is naturally relatively more than possible. So where is the departure of the medical representative? Individuals believe that it is divided into two situations. Working in large manufacturers, if their own ability allows opportunities, it is developing in the direction of management, and the ideal situation is now equivalent to the position of the national director of the department, dozens to million years, plus some stocks. The dividends are also very moist, as for the president of China or the management of the Asian region, many foreign companies have few mainland China, or foreigners or Hong Kong Taiwan or Southeast Asians. As for those who have no good promotion opportunities, all of them will find some varieties to proxy, be a prefecture or provincial agents, and then ask some sales staff to promote him, the product is good, earn millions of men The person is also there.
