Basic knowledge of medical representatives

1. Medical knowledge: What kind of business knowledge should you master to be a medical representative?

The second is to be diligent, down-to-earth, good at being a good person, and flexible in dealing with things

You can do this Ensure you get started smoothly!

The most important thing is knowledge of the products you sell

Basic medical knowledge. Medical knowledge

First of all, the sales mentality should be as calm as possible, neither humble nor overbearing.

Proper sales skills.

In addition to medical representatives, these companies will not recruit in large numbers.

The job of a medical representative is to sell.

There is no requirement for professional titles. In essence, it is public relations and sales.

I go to the hospital every day and hand out business cards to doctors and purchasers.

Find a way to sell the drugs from your pharmaceutical company and let doctors prescribe the drugs from your pharmaceutical company to patients.

The basic salary is very small, and the main source of income is the commission earned from selling drugs.

Therefore, not every medical representative can make money.

They need to rely on large companies that have the ability to establish long-term cooperative relationships with large hospitals.

2. What professional skills do you need to master to be a medical representative?

There are ten abilities that a medical representative should possess. We can call them the "Top Ten Abilities" for a successful medical representative.

(l) Product knowledge application ability: Medical representatives must have basic medical background knowledge and basic marketing knowledge, and be able to skillfully use product-related knowledge, which is the most important ability.

(2) Planning and organizational skills: Mature pharmaceutical representatives need to independently complete customer management plans, product visit plans, and organization of promotional activity plans.

(3) Time management ability: It is reflected in whether the medical representative can reasonably apply the fourth generation time management principles, formulate monthly visit plans, and allocate time to complete the average number of visits every day, depending on the potential. , reflecting the principle of concentrated investment and priority for important customers.

(4) Customer management capabilities: Medical representatives need to master professional customer management skills, use effective communication skills, continuously improve customer relationships, and deeply develop the potential of important customers.

(5) Regional management capabilities: Medical representatives should use the 80-20 rule to select appropriate customers, determine the appropriate frequency of visits, and achieve sales targets in the responsible area through effective activities.

(6) Analytical ability: Medical representatives must learn to analyze sales results, make comprehensive judgments through various information, find and discover sales opportunities, and solve key problems.

(7) Competitive sales ability: Mature pharmaceutical representatives must master the ability of competitive calls, need to be familiar with relevant knowledge of competitive products, and flexibly use active attack and defense skills.

(8) Professional product visiting ability: This is a sales skill that medical representatives must constantly improve, from purposeful opening remarks to inquiry and listening, product feature benefit conversion, handling objections, strengthening impressions, and finally taking the initiative to close a deal Each link requires appropriate application according to the situation.

(9) Group sales ability: Medical representatives can independently complete regular promotion activities, such as department meetings, doctor experience exchange roundtables, etc.

(10) Leadership: The basic work of medical representatives is completed by managing customers in the area, so certain leadership capabilities can organize customers from different backgrounds and arise from the exchange and sharing of experience. unanimous recognition of the enterprise.

3. What should you pay attention to when becoming a medical representative?

How to be a promising medical representative. Nowadays, when people think of medical representatives, their impression is that they carry a briefcase and go to the hospital to bribe doctors. As a result, various pharmaceutical companies have taken very drastic measures against medical representatives, prohibiting them from contacting doctors. And now, even medical representatives themselves don’t know what a medical representative should look like and how to be a true medical representative.

I once worked as a doctor, had contact with medical representatives, and also worked as a medical representative, and achieved excellent results. I would like to discuss it with you from the perspective of a doctor and a medical representative, and also let Friends shared my experience and suggested a sales method to my colleagues.

Let me start with when I was a doctor, what kind of medical representatives did I like to communicate with, and what kind of medical representatives did I hate. Everyone pays attention to appearance, especially sales people must remember this.

First of all, I like medical representatives who look clean, healthy and beautiful. Because I come into contact with patients with sad faces every day, and most of them are ordinary people, so when a well-dressed and healthy image appears in front of me, I will immediately feel good and feel happy. After all, humans are sensory creatures. Therefore, the appearance of a medical representative is very important to the first impression.

Secondly, I like medical representatives who are elegant and humorous, knowledgeable and educated. Because I can know a lot of knowledge that I don’t know from his mouth, and I will unconsciously envy his conversation and cultivation, and I also hope to be like him, so I will hope to communicate with such a person. Therefore, as a medical representative, one's own knowledge and accomplishments are very important.

Secondly, I like medical representatives who can observe what is happening and what is happening. For example, when I am very busy, he will not show up. He will always show up when I am not busy. And her care for me is always just right. Therefore, having keen insight is a must-have quality for an excellent medical representative.

Generally speaking, I prefer to receive medical representatives from foreign companies. Because they gave me the impression of being very professional and their products are very reliable. For example, they can explain side effects very clearly and how to deal with them after they occur. This makes me feel confident when giving medicine to patients.

Let’s talk about the medical representatives I hate.

First, I hate medical representatives who are sloppily dressed and have dirty hair. Such representatives are often representatives of some small domestic pharmaceutical companies. I would think that such a representative, how can he trust that his products are of good quality?

Second, I hate it when medical representatives say that their products have no side effects. In this case, you can only deceive the people. For a doctor who graduated from a medical school, saying that a medicine has no side effects is the same as saying that the medicine has no effect. I would think that either the drug is ineffective, or the representative or the pharmaceutical company themselves do not understand their products, then whatever they say is a waste of my time. I will not prescribe such a drug even if they give me a rebate. . I'm afraid of ruining my reputation.

Third, I hate medical representatives who have no “sightedness”. For example, there are many patients waiting for treatment in my clinic, and he is standing next to me. When I see such a person, I will feel upset. If he wants to interrupt when I am explaining the patient's condition. I rejected this person from the bottom of my heart. I also particularly hated the medical representative sitting across from me. Unless I agree to it, I feel very uncomfortable. Because of my psychology, I think that seat is the seat of the doctor and my colleague.

Fourth, I hate medical representatives of the opposite sex who are overly approachable. I will never prescribe medicine for such a representative because I am afraid that he will appear again.

Fifth, I hate medical representatives who talk in circles and cannot express themselves clearly. I would feel that he had been talking for a long time and I didn’t understand it, which was a waste of my time.

So to summarize, surgeons and gynecologists like to be medical representatives who speak simply, clearly and directly. Internal medicine and pediatrics departments can accept medical representatives who speak in circles. This may be related to the nature of the work. From the perspective of getting rebates, I like imported drugs with low prescription rebates but clear efficacy. I never prescribe drugs with high rebates but poor efficacy. Occasionally, they prescribe some domestic drugs that have higher rebates than imported drugs, but have neither good nor bad effects. My choice of prescribing medicines to patients is, friends, I generally recommend imported medicines that I know have clear efficacy, as long as they can afford them.

For ordinary people who cannot financially afford imported drugs, I will prescribe domestically produced drugs with clear efficacy. I never prescribe drugs with unclear efficacy no matter how high the rebates are. Although it is cheap, it is ineffective, so even if the patient spends a penny, it will be wasted money. I think this is the most basic medical ethics for a doctor. Regarding the current domestic emphasis on drug prices, which keeps many cheap but ineffective drugs in the reimbursement list, I think it is actually unfair to patients. On the contrary, there are many very cheap drugs with very certain efficacy that have disappeared from the market. Such as indole magnesium zinc liniment. I remember it was only a few dollars at the time. I can't find it now. Maybe it was renamed and sold at a higher price. There are many traditional medicines that have been proven for many years, so there is no need to use imported ones.