Debriefing report of a medical representative
headquarter:
Since I went to the Shijiazhuang market in Hebei Province in August 2002, I have experienced the whole process of starting, frustrating and restarting the Shijiazhuang market. The work situation in the past two years is reported as follows:
First, the initial situation of the Shijiazhuang market:
When I took over the Shijiazhuang market in August 2002, the market was sold in the top three hospitals. In order to quickly start the market, in addition to humbly learning and consulting with the old employees, at the same time, coordinate with other company salesmen in the market, through various forms of the corresponding departments, clinics, patient group structure, consumption habits, doctors of various hospitals. Detailed understanding and analysis of hobbies, personality, etc., initially identified the second hospital in Hebei Province as the key terminal, supplemented by other hospitals for department development and maintenance, rushing between the top eight hospitals, starting from the subtle, care for the doctor Although the clinical cost is relatively small, but to play the role of women's meticulous and gentle, do a good job, so that the limited funds play the most important role. Especially during the Spring Festival in 2003, during the meeting of the company, according to the hobby of the doctors I learned, I purchased local specialties such as root carving, wax dye, gastrodia, and Moutai, and gave them to doctors at different levels. Established a profound friendship and established a mother-daughter relationship with individual key doctors. The doctor's recognition of our company's products has been further strengthened, and product sales have also been steadily improved.
2. When natural and man-made disasters endanger the Shijiazhuang market, they must do their job well:
When the sales volume in Shijiazhuang market increased steadily, SARS raided Hebei, and the whole sales fell rapidly. Under this circumstance, I still insisted on doing a good job in clinical work. At the beginning, I learned that washing hands can prevent SARS and wholesale hand sanitizer from the supermarket. I will send the doctors from several departments to the department. A few days later, the situation deteriorated rapidly. In the case that I could not go to the hospital, I still insisted on visiting the target doctors of various hospitals, and I was always aware of various measures and prescriptions for prevention. I purchased several recombinant interferons through my friends. To the key doctors, in the most serious cases of SARS in May and June, a hundred boxes can be sold in the case of a few outpatients in the Second Hospital of the province.
After SARS, after doing solid market work in the off-season, the peak season should be the time to sell, but the situation of the second hospital in the province is not rising, the doctor is not breaking the medicine, the patient is constantly taking the medicine, but the sales are not seen. Rise, according to his years of clinical promotion experience, affirmed that the second hospital has a problem. I shifted my focus to finding problems, and I found evidence of the stocks of the second hospital in the past few traces. All of them were at the time, the provincial manager Hu Fei was seriously off-job, and he was alone. Pharmaceutical loyalty is done.
After Hu Fei left the company, I expected to have a good manager to lead us to do a good job. Who knows that a Wang Guoqing came, because he was unfamiliar with the market, unfamiliar with the business, and the mentality of his business was incorrect. After the market, he was seriously violated. The financial system, the daily work can not grasp the key points, do not grasp the stability, do not solve the specific problems, do not sell the sales, but instead ignited everywhere, the Hebei market, which is already a problem, is worsened, and the clinical work cannot be carried out normally. Under the circumstance of defending the interests of the company and taunting white horror in Hebei, he is not afraid of retaliation, is not afraid of losing his job, and insists on reflecting the actual market problems from various ways to the company's senior management, so that the company can grasp the market's more comprehensive real situation. Dealing with the problem in time will not cause the Hebei market to be destroyed by individual people.
Third, Shijiazhuang's restart situation and the next step:
In the spring of 2004, the winter cold did not fade. I went to Hebei with a spring-like mood and began the difficult reconstruction of the rest of the Shijiazhuang market. At this time, the Hebei Provincial Hospital of Traditional Chinese Medicine, the Provincial Hospital, and the Fourth Hospital of the province that I originally managed had been handed over, leaving only the three hospitals of the Provincial Third Hospital, the Provincial Second Hospital, the Peace Hospital, and the Provincial One Clinic. Among them, the Provincial Third Hospital is an orthopedic hospital. The provincial direct clinic is a health clinic with a daily outpatient volume of less than 50 people. The Peace Hospital is a newly developed hospital. The total of the above three sales is less than 100 boxes! Only the second hospital is slightly better, but the sales volume is about 100 boxes! The overall sales are only 6,000 yuan, and the company's annual task is as high as 240,000 yuan! The entire market is riddled with holes and waste!
At this time, under the guidance of Manager Wang Honggang, according to the actual situation of the market, I have established "the second hospital and the Peace Hospital as the key terminals, aiming at the killer doctors, concentrating on improving the sales volume; grasping the pharmacy and pharmacy, The work of thinking about keeping the inventory at all times and ensuring the smooth flow of channels has begun the road to revitalization in the Shijiazhuang market.
Everything is easier said than done!
In the face of tremendous task pressure, as an old employee who is full of love and sincerity to the company, bears the ideal of pursuing career pursuit, and appreciates the passion to enjoy work, I have returned to the point where I have never broken contact. Beside the doctor, with sincerity and perseverance, there is endless care and respect for the dedication. During this period, whether I was paying for my own money when the company was in a tight state of maintenance, or when the clinical expenses were not in place, I would borrow everywhere; whether it was the national government’s severe attack or the hospital’s preservation, it would be the same; whether it was to meet the doctor at 7 o’clock in the morning or knock at the door in the evening. Home visit, I am so confident! So happy! Happy, I really pay! Confidence, I will definitely get the return after paying!
"If you have aspirations, you will succeed; you will live up to the hard work." When most of the drugs were affected by the national policy, the sales of Shumian Capsules sold more than 600 boxes in the second hospital in May, second only to Wuling Capsules. Ranked second in the same category. This was mainly due to the promotion of the sales of the original target doctor Li Lijuan and others, and the mining of a capsule killer. After repeated large amounts of emotional and material investment, he sold more than 200 boxes in May. More than 300 boxes. In June, the second hospital of the province could break through 800 boxes. The Peace Hospital also rose from 50 boxes in April to more than 200 boxes in May, mainly to capture the famous Chen Liqian and Li Yan, who are famous in the Department of Neurology in Hebei Province. These two were originally the killers of ** and ***. After visiting Chen Liqian for the root carving and bonsai, I sent him six root carvings and bonsai six times. In June, he can sell **250 boxes. After learning that Li Yan suffers from pharyngitis, I have asked people to Hong Kong purchased the British "fisherman's treasure" for a long time to supply him, so that his pharyngitis has not improved significantly over the years, he can sell **200 boxes in June. In general, the hospitals I manage have more than 700 boxes sold in May, accounting for more than 30% of the sales in Hebei. In June, it can break through 1,000 boxes. In the next step, I will continue to work hard and tap the potential under the support and guidance of the company's leaders. When the peak season in September comes, the sales will be stabilized at 1,500 boxes, so that we can successfully complete and strive to exceed the sales targets issued by the company.
Standing in the sun of June in the North, I look back at the more than 700 days and nights of my company in the ** company: I have only been a one-star representative for two years; for two years, I have worked hard, frustrated, smashed, I have been happy, but I have never retreated! Now, my sales have exceeded 30,000 yuan, and I have established a solid hospital sales network for the company. I believe that I can already be a representative of the two stars. I urge the company to give me confidence and give me motivation according to the actual situation of the Hebei market. Give me the opportunity to make me do more and better! I will be full of enthusiasm and continue to promote the ** capsules and other high-quality products on the road! No regrets!
Since I went to the Shijiazhuang market in Hebei Province in August 2002, I have experienced the whole process of starting, frustrating and restarting the Shijiazhuang market. The work situation in the past two years is reported as follows:
First, the initial situation of the Shijiazhuang market:
When I took over the Shijiazhuang market in August 2002, the market was sold in the top three hospitals. In order to quickly start the market, in addition to humbly learning and consulting with the old employees, at the same time, coordinate with other company salesmen in the market, through various forms of the corresponding departments, clinics, patient group structure, consumption habits, doctors of various hospitals. Detailed understanding and analysis of hobbies, personality, etc., initially identified the second hospital in Hebei Province as the key terminal, supplemented by other hospitals for department development and maintenance, rushing between the top eight hospitals, starting from the subtle, care for the doctor Although the clinical cost is relatively small, but to play the role of women's meticulous and gentle, do a good job, so that the limited funds play the most important role. Especially during the Spring Festival in 2003, during the meeting of the company, according to the hobby of the doctors I learned, I purchased local specialties such as root carving, wax dye, gastrodia, and Moutai, and gave them to doctors at different levels. Established a profound friendship and established a mother-daughter relationship with individual key doctors. The doctor's recognition of our company's products has been further strengthened, and product sales have also been steadily improved.
2. When natural and man-made disasters endanger the Shijiazhuang market, they must do their job well:
When the sales volume in Shijiazhuang market increased steadily, SARS raided Hebei, and the whole sales fell rapidly. Under this circumstance, I still insisted on doing a good job in clinical work. At the beginning, I learned that washing hands can prevent SARS and wholesale hand sanitizer from the supermarket. I will send the doctors from several departments to the department. A few days later, the situation deteriorated rapidly. In the case that I could not go to the hospital, I still insisted on visiting the target doctors of various hospitals, and I was always aware of various measures and prescriptions for prevention. I purchased several recombinant interferons through my friends. To the key doctors, in the most serious cases of SARS in May and June, a hundred boxes can be sold in the case of a few outpatients in the Second Hospital of the province.
After SARS, after doing solid market work in the off-season, the peak season should be the time to sell, but the situation of the second hospital in the province is not rising, the doctor is not breaking the medicine, the patient is constantly taking the medicine, but the sales are not seen. Rise, according to his years of clinical promotion experience, affirmed that the second hospital has a problem. I shifted my focus to finding problems, and I found evidence of the stocks of the second hospital in the past few traces. All of them were at the time, the provincial manager Hu Fei was seriously off-job, and he was alone. Pharmaceutical loyalty is done.
After Hu Fei left the company, I expected to have a good manager to lead us to do a good job. Who knows that a Wang Guoqing came, because he was unfamiliar with the market, unfamiliar with the business, and the mentality of his business was incorrect. After the market, he was seriously violated. The financial system, the daily work can not grasp the key points, do not grasp the stability, do not solve the specific problems, do not sell the sales, but instead ignited everywhere, the Hebei market, which is already a problem, is worsened, and the clinical work cannot be carried out normally. Under the circumstance of defending the interests of the company and taunting white horror in Hebei, he is not afraid of retaliation, is not afraid of losing his job, and insists on reflecting the actual market problems from various ways to the company's senior management, so that the company can grasp the market's more comprehensive real situation. Dealing with the problem in time will not cause the Hebei market to be destroyed by individual people.
Third, Shijiazhuang's restart situation and the next step:
In the spring of 2004, the winter cold did not fade. I went to Hebei with a spring-like mood and began the difficult reconstruction of the rest of the Shijiazhuang market. At this time, the Hebei Provincial Hospital of Traditional Chinese Medicine, the Provincial Hospital, and the Fourth Hospital of the province that I originally managed had been handed over, leaving only the three hospitals of the Provincial Third Hospital, the Provincial Second Hospital, the Peace Hospital, and the Provincial One Clinic. Among them, the Provincial Third Hospital is an orthopedic hospital. The provincial direct clinic is a health clinic with a daily outpatient volume of less than 50 people. The Peace Hospital is a newly developed hospital. The total of the above three sales is less than 100 boxes! Only the second hospital is slightly better, but the sales volume is about 100 boxes! The overall sales are only 6,000 yuan, and the company's annual task is as high as 240,000 yuan! The entire market is riddled with holes and waste!
At this time, under the guidance of Manager Wang Honggang, according to the actual situation of the market, I have established "the second hospital and the Peace Hospital as the key terminals, aiming at the killer doctors, concentrating on improving the sales volume; grasping the pharmacy and pharmacy, The work of thinking about keeping the inventory at all times and ensuring the smooth flow of channels has begun the road to revitalization in the Shijiazhuang market.
Everything is easier said than done!
In the face of tremendous task pressure, as an old employee who is full of love and sincerity to the company, bears the ideal of pursuing career pursuit, and appreciates the passion to enjoy work, I have returned to the point where I have never broken contact. Beside the doctor, with sincerity and perseverance, there is endless care and respect for the dedication. During this period, whether I was paying for my own money when the company was in a tight state of maintenance, or when the clinical expenses were not in place, I would borrow everywhere; whether it was the national government’s severe attack or the hospital’s preservation, it would be the same; whether it was to meet the doctor at 7 o’clock in the morning or knock at the door in the evening. Home visit, I am so confident! So happy! Happy, I really pay! Confidence, I will definitely get the return after paying!
"If you have aspirations, you will succeed; you will live up to the hard work." When most of the drugs were affected by the national policy, the sales of Shumian Capsules sold more than 600 boxes in the second hospital in May, second only to Wuling Capsules. Ranked second in the same category. This was mainly due to the promotion of the sales of the original target doctor Li Lijuan and others, and the mining of a capsule killer. After repeated large amounts of emotional and material investment, he sold more than 200 boxes in May. More than 300 boxes. In June, the second hospital of the province could break through 800 boxes. The Peace Hospital also rose from 50 boxes in April to more than 200 boxes in May, mainly to capture the famous Chen Liqian and Li Yan, who are famous in the Department of Neurology in Hebei Province. These two were originally the killers of ** and ***. After visiting Chen Liqian for the root carving and bonsai, I sent him six root carvings and bonsai six times. In June, he can sell **250 boxes. After learning that Li Yan suffers from pharyngitis, I have asked people to Hong Kong purchased the British "fisherman's treasure" for a long time to supply him, so that his pharyngitis has not improved significantly over the years, he can sell **200 boxes in June. In general, the hospitals I manage have more than 700 boxes sold in May, accounting for more than 30% of the sales in Hebei. In June, it can break through 1,000 boxes. In the next step, I will continue to work hard and tap the potential under the support and guidance of the company's leaders. When the peak season in September comes, the sales will be stabilized at 1,500 boxes, so that we can successfully complete and strive to exceed the sales targets issued by the company.
Standing in the sun of June in the North, I look back at the more than 700 days and nights of my company in the ** company: I have only been a one-star representative for two years; for two years, I have worked hard, frustrated, smashed, I have been happy, but I have never retreated! Now, my sales have exceeded 30,000 yuan, and I have established a solid hospital sales network for the company. I believe that I can already be a representative of the two stars. I urge the company to give me confidence and give me motivation according to the actual situation of the Hebei market. Give me the opportunity to make me do more and better! I will be full of enthusiasm and continue to promote the ** capsules and other high-quality products on the road! No regrets!
June 11, 2004
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