Summary of sales of pharmaceutical drugs

In the first half of this year, a total of ll: 227,336 boxes were sold , an increase of 87,251 boxes from the 140,085 boxes sold in the same period of last year, which was 1.62 times of the same period; among them, 190,936 boxes were sold in March and June of XX, an increase of 75,321 boxes from 115,615 boxes sold in the same period last year. 1.65 times over the same period.
In the first six months of XX, the new market sold 116,000 boxes, and the old market was 115,736 boxes.
The main completion points of the first half of the year:
1. Market network construction:
Newly developed provinces such as Guangdong, Guangxi, Yunnan, Hubei, Hunan, Beijing, Tianjin, Jiangsu, Anhui, Liaoning, Henan, Shanxi, Inner Mongolia, Zhejiang, Xinjiang, etc., completed the recruitment and inspection of regional managers, and reached the network layout. The effect has laid a certain foundation for the development of the second half of the year.
2. Market control:
Through the company's strong support, the Taihe market was closed, the sales price was raised, the market development cost was released, and the low-priced goods and goods were basically curbed, and the market was further protected. The salesman provided a certain confidence that the market is developing steadily.
3. Cost and payment recovery:
In the first half of the year, in addition to the cost of the Wuhan meeting, the Wuhan pilot meeting, and the travel expenses, the company invested less in the market, but the payment of the goods basically achieved more than 9xxxx within 60 days. In XX year, we plan to sell 7xxxx boxes and strive for 10xxxx boxes. We need to conduct necessary analysis on market issues, carry out more detailed division, and carry out necessary work guidance and requirements.

First, the current market analysis:
At present, there is basically a point of sales network construction in the country, but because the retail price is too low, 18.0xxxx/box, the average sales price is 11.7xxxx, the total price is 3-3.6xxxx, which is equivalent to 19-23 buckle, part The retail price of the area is 17.1xxxx/box. Because it is a new brand, a lot of development work is needed, and the profit margin of the unit box is too small, which makes the agent business or salesman unwilling to invest without the necessary market expansion.
After a lot of communication with the salesman, the salesman lacks trust in the company. The main reason is that the management of the company is simple and complicated. In addition, the relationship between the regional manager and the inappropriate communication language and other related factors have caused psychological pressure. I am afraid that after the investment, the market will be divided into new divisions, or the market will be out of control, causing the occurrence of goods and goods, and unwilling to invest in the market will become emotional sales . In fact, because of low profit, such a situation may be The profit that lasted until each market changed only after 10,000.
If the market is divided, because the company does not make the necessary investment, no wages, support for expenses, plus a single product, the current profit is small, and does not allow the salesperson to form a reliance on the company, the sales representative The company is not without loyalty, which will inevitably lead to chaos in market competition. Mutual competition from each other will not only expand the market, but will also make the market cringe.
Second, the analysis of marketing tools:
All business activities must have a unified marketing model, rather than the so-called laissez-faire, relying on the agent's subjective initiative to grasp and operate the market, because of the comprehensive consideration of product price positioning, product use positioning, competitive analysis of similar products, etc. It is even more impossible to expect a salesperson to replace a single box with a large profit margin. In fact, it is the same as the market sales target that I came to the company with 0tc and the rural market as the target market. Marketing realizes the formation and management of the network and rapidly increases the market share. And depending on the conscious staff's consciousness to let it develop, the company can only rely on the natural development of the market and lose its initiative.

Third, the company's support analysis:
So far, the company's market support work is basically zero, and all new products are in the market development period, no company has not made appropriate investment in the market, because the current pharmaceutical market is relatively transparent, the market development costs gradually increase, sales representatives While considering the risks, we are considering the income and output ratio of the capital investment. If the output is the same, the proportion of the output is too large, and the loyalty of the representative is too low. More successful companies will undoubtedly carry out the necessary support and investment in the early stage of new products entering the market.

Fourth, management analysis:
The new salesperson and most of the salesmen have great doubts about the company's management. Almost everyone feels that the company has no strength, no basic management process for Sino-foreign joint ventures, and even feels lack of trust and insecurity.
One of the three major factors of enterprise development is the full play of human capital, the absolute unity of organizational behavior, the attraction of corporate culture to employees and the absolute cohesiveness.
The management is absolutely fair and equitable, the processing speed of information feedback and the sound mechanism of the ability. At present, the company basically deals with problems with subjective assumptions on management issues.

According to the above actual situation, in order to ensure the healthy development of the enterprise, give full play to the initiative of each intelligent department, and improve the dependence and loyalty of the sales representatives on the enterprise, the following plans and arrangements for the work in the second half of XX are as follows:
First, market expansion and network construction:
At present, the market has basically achieved the completion of the distribution. Through the close cooperation and inspection in the past six months, the degree of capital of all personnel should be recognized. In order to avoid risks, enterprises should determine the main status of their management, and then appropriately carry out the necessary Induction and support, market expansion and network construction work, the specific requirements are as follows:
1, Beijing, Tianjin sales tasks in the second half: 52,800 boxes, the actual return of 45,600 boxes of companies, 7200 boxes
2, Shanghai