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Summary of the sales work of the pharmaceutical industry

It’s been almost a year since I’ve been in the business. Here’s the experience gained from this period for everyone to share:
January: When people took the old representative for a long time, they began to "sweep the street". After half a month of falling and rolling, the courage was big, and the skin was thick, but the heart began to rush. Already two students have successfully signed an agreement with the company, they can stay in the company as an employee, and they seem to have not caught a little attention from the manager. At that time, just happened to meet the company to open a product launch conference, I was assigned two tasks: 1, to assist the manager assistant to buy conference supplies before the meeting; 2, when the party was responsible for the supply of banquet drinks, but did not have the opportunity to face client. But I didn't complain. Everything followed the idea and there was no mistake. The next day after the meeting, the manager called me alone into the office, let me go to the medical examination and would like to sign an agreement with me because he thought that I had a responsible person.
Grade: Successful "selling" to the company
February: After the beginning of the event, it was difficult to become an employee. It was assigned to Foshan, the headquarters of the company, responsible for 100 terminals and 4 pharmaceutical companies. The person who was in charge of this market has already left because of his poor work. So what is waiting for me? Here is my swot analysis:
s: No experience shows that I am a blank piece of paper. The market that I have not done can also be seen as having a blank market. From the beginning, there is an infinite possibility.
w: No work experience, professional is pharmacy, no marketing knowledge.
o: The new supervisor is the company's sales champion last year. He has rich practical experience. I will learn the most useful sales knowledge from him. The stock market has fallen to the bottom, indicating that it has a chance to rebound, and the region is located at the company headquarters. As long as you do well, there will be development.
t: The market supply channels in this area are chaotic, and the price is unstable, which brings more difficulties to the terminal work.
Results: The first month of the calculation of the task indicators, the number of shop stores is more than the previous half-year shop, but only because they are lazy, not how good I am.
March: After spending more than a month on the shop, most of the pharmacies have already started to operate our products. Only a handful of "hard-cores" are still unsettled, and these pharmacies are the larger ones. And the business is more broken than the store. In order to put the goods in, I only have more frequent visits, constantly telling them the advantages of our products. "The Emperor is not worthy of the heart", and finally found in one of the later visits that one of the "hardcore elements" began to operate our varieties. When I got home, I told my supervisor about this good news for the first time. At that time, my supervisor said: "You will succeed because you have connected your work and emotions together."
Grade: The distribution work has been basically completed, and the distribution rate is the top three in the whole company. The next volume will start work next month.
April: With confidence, I won half of the bonus in March. It is not a small amount of money. I can get more bonuses in the first month and I am more and more confident about myself.
At the beginning, it was sold purely. The previous representative sales volume was only over 200. The sales volume in the distribution stage was only over 700, but the index was 1200. How can we complete the indicator?
Since our products are locally no. 1, but the products that are sold well usually have no profit to make, and we don't have any promotions, the first rate is not up to the limit. I can only find breakthroughs in other areas, so I have the following ideas: 1. Our products have two specifications, we are making large specifications, and small specifications are products that consumers actively purchase, so I let Every time the clerk takes the big package to the consumer, increasing the purchase rate; 2. Our product is western medicine, the price is cheap, and it can be used in combination with other proprietary Chinese medicines. So I will do the work of other Chinese medicine promoters, send some small gifts or something, let them use our products in combination when introducing their own varieties.
Results: The sales of the main products increased rapidly, reaching more than 150% of the target tasks. The sales volume of the company ranked second. Sales of other products have also increased in varying degrees.
May: Failure, a new starting point stimulated by last month's sales growth, just as I was confident that I was going to hit another peak, I suddenly found that the goods in my target store were full. It turned out that although I didn't know what to say at the time, I didn't consciously use the skills of the goods at the end of the month, but I didn't sell them well, and now the terminal is so much. No way, only honestly continue to do the work of the clerk, clerk education, to do exhibition. But at the same time, I also made a personal summary of my last month's pressure: Compressed goods will help the short-term sales sprint, but it will affect the subsequent sales.
Grade: Due to the impact of inventory last month, sales this month were only around 800, and 60% of the indicators were completed. However, the average sales volume in the two months has risen, so I also know the appropriate techniques for using the goods to increase sales.
June: Going, not discussing. Since the sales statistics in June have not yet come out, the manager has set the task indicators for the third quarter according to the sales in April and May. Together with the work breakdown, I started to focus on output. The number of pharmacies has been reduced from 100 to 60. My indicator has inevitably increased significantly, reaching the previous 166.6%-200%. However, I have accumulated the previous experience, and the inventory of the terminal has basically been sold out, but I am confident that it will be completed.
Just when everyone complained that the indicators were too high to be completed, I gave them the tasks that they were absolutely possible to complete according to the size of my 60 pharmacies, and then did not complete the tasks according to the completion at the end of the month. The amount of the pharmacy was handed over to the pharmacy that had completed the task, and finally the goods were properly pressed, and the indicator was completed.
Grade: One of the three people who can complete the task in the whole company. When others discuss whether the indicator is too high, I chose to do it. Therefore, I have different results from others.
July: otc three elements, the indispensable part of the inventory after the completion of the task of last month, my terminal will inevitably have a part of the inventory, fortunately I have begun to notice the equal importance of the three elements of otc in June, in each I have tried my best to do my best, and my inventory is also sold in the short term. Then, according to the method of last month, the indicators were decomposed into each pharmacy, so I completed the task again. The two colleagues who were able to complete the task last month, however, got a similar result to me in June because they did not plan to press the goods.
Achievements: For the first time, it became the company's monthly sales champion, and it is the only person in the company who has completed the task for two consecutive months. Moreover, the company's one direct sales of new products I also set a new sales.
August: Adapting to all changes and making myself stronger While knowing that I became the good news of last month's sales champion, there was also a bad news, my supervisor resigned for family reasons. I have learned a lot from my supervisor, and he has been encouraging me. If he leaves his post, will it affect my performance?
Later, I thought about it. If I can teach me, he has already taught. The rest, it is up to me to understand. Moreover, only by leaving his light, my light can be revealed. Then the beginning of this month is the time for me to play.
Results: The main products basically kept the first, but other products generally declined due to untimely payment and other reasons.
September: no excuse, execution is the key to the new quarter, the task indicators have come down again, and this time is obviously unreasonable, according to the sales volume of the last quarter, do a good job to do more, do less, But the bonus is tied to the completion rate. My indicator is rising again. The manager also released the words, because the main product is still far from the annual task, now there can be promotions, but everyone's tasks must be 100% completed, even if the goods have to be completed. No way, I still have to do it. Since the managers have said that they are dead, there is no excuse, only to perform. Anyway, I have already had the experience of pressing the goods. I still have a way to do this.
Grade: Successfully completed this month's mission, and also gradually determined the position of the annual sales champion.
October: Think more and farther than others. Because the main products last month were very bad, so this month turned the focus to terminal construction and sales of other products.
Since the sales in the area I am responsible for are doing well, the company is willing to allocate a sum of money to show me the store. So I caught the opportunity. Let the company be satisfied with me, during which I used the grow thinking mode:
g: The company requires end frame display for two designated products to increase brand awareness for the company.
r: The main product has been displayed very well because I have been working very well. Other products have not been displayed well because of the otc product but no otc logo, and the health care products have not been promoted.
o: 1. According to the company's requirements, you can buy an end frame to display the specified two products. But it didn't help my sales, and there are four layers in one end frame. It is too wasteful to do only two products. 2, the use of this fee at the same time do the original poorly displayed products, but because of otc and health products, internal medicine and external medicine, can not be displayed on the same end frame, but can be displayed separately, each product occupies a layer The end frame is only as big as the effect of building a brand, but it is helpful for the sales growth of each product.
w: After thinking, think that the second choice can get the most effect and try to get more benefits.
In the end, in addition to following the second option, I made a total of five products, each of which won the best position, and also won a stack for our main products.
Results: The sales of the main products declined, but reached the minimum completion standard required by the company. Other products generally grow in small amounts. Although the display and the stack are different from the original intention of the company, they have won unanimous praise from the leaders.
November: Doing sales, there is no impossible thing to do and have received a new task: because one of our new products has been unsatisfactory in a certain chain sales, facing the embarrassment of exit. This chain is in Guangzhou, mainly based on cheap stores, because my stores are doing a good job, the manager asked me to make a model shop to avoid exit. I only have one store. Previously, because their distribution has been unstable, there is always no reason to cut the goods, I have not made it as the focus. This chain is notoriously uncooperative. The reason why Guangzhou colleagues do not do well is because the cost allocation is unreasonable, or the purchase is all given, the goods are not bought in the store, or they are all given to the clerk, but because Always out of stock and affected sales. Since I received the task, I didn't have any excuses. I arranged the expenses reasonably and gave it to the purchaser and the clerk in a ratio of 2:3. This not only guaranteed the continuous supply of my drugs, but also helped the clerk to help. I recommend the motivation. Then I applied for an additional promotion, so that in the case of a three-pronged approach, my difficult store was also flattened by me.
Grade: The sales of this product increased by 100%, and sales of other products increased. The overall results have not yet been finalized.
Summary: In the first year of the trip, I mainly studied and accumulated experience. I was fortunate to learn from a good supervisor and a good manager. The supervisor taught me very unselfishly, and the manager trusted me very much. There are many things. I am willing to let go of it. So I also achieved a more gratifying result: if there is no accident, it will be the company's annual sales champion.
Outlook: The next step will be to bring new people, because there are a group of our younger brothers who come to the company for internships, and they will be the next training targets. In addition, my position will be adjusted in XX years, and will be transferred back to Guangzhou to be responsible for the parity of hypermarkets. I will work hard in the direction of key customer management!

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