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Annual work summary of medical devices.

After summing up our work in the past year, we should remember to constantly improve our abilities in all aspects in our future work. The following is the Annual Work Summary of Medical Devices compiled by me for your reference only. Welcome to reading.

Summary of the annual work of medical devices (1) Time flies, and a new year is ushered in unconsciously. I've thought a lot. The year-end summary is nothing more than how much the planned target was achieved last year and how much profits and taxes were realized. Then find out the existing shortcomings, formulate rectification measures and implement plans according to the work objectives of the new year, and so on. I decided not to talk about this, but about my physical and mental experience and feelings from the head office to X.

I have been working with you for almost a year. Looking back on the work process of this year, as every employee of xx, we deeply feel the hot air of the company's vigorous development and the spirit of everyone's struggle for it. I am deeply gratified and happy.

When I first came to the head office, I came to work in the enterprise from the administrative unit, which are two units with completely different operating mechanisms. Give me a refreshing feeling. Every employee here is in a hurry. From going to work in the morning to getting off work in the afternoon, everyone is busy with the work at hand and colleagues help each other. There is work for everyone to do together, and there is no need for leadership scheduling. The atmosphere of unity and the spirit of struggle are inspiring. I can't see idle people, let alone those who surf the Internet or play games. Like a high-speed locomotive.

A month later, I came to X Medical Devices Co., Ltd., with a workshop area of xxxxx㎡, a production workshop of XXXXX ㎡, complete equipment and an office building of XXXXX ㎡, with excellent production and office conditions.

X Medical Devices Co., Ltd. is a medical device manufacturer and a xx enterprise. It has been two years since the factory was established in xxxx. In these short two years, X has experienced many ups and downs and many hardships. Like a toddler, it is inevitable to stumble along the way. How can I see the rainbow without wind and rain!

At the beginning of the fourth quarter of 20xx, X adjusted its strategic development direction: the main products are orthopedics, obstetric medical devices and consumables; Horizontal strong alliance with related enterprises; Vigorously develop marketing to promote production through sales. The goal is clear, find the right direction. The company will have the direction of progress and the employees will have the motivation to work. I firmly believe that with the joint efforts of everyone, the company will grow sturdily. Here, I want to ask you, are you ready for the production development of the company? Maybe you will say, I am an ordinary migrant worker, working in an ordinary post, what can I do? Those are all things for the boss. Here, I want to tell you loudly: you are wrong! In the process of the company's production development, although we are just a drop in the bucket in the ordinary post, our practical actions of loving our posts and being dedicated will surely become a solid foundation for the company's development and growth.

People living in the world always have a life goal and a development direction. To put it bluntly, they have the support to make a living. This is based on our company. I want to say that the establishment of an enterprise cannot be separated from every active, diligent and hardworking excellent employee. The development of the company needs the continuous addition of fresh blood. Mutual encouragement and honest management are our eternal ideas. We are a big family, and we should accept and tolerate everyone present with a broad mind. Although our positions in the company are different, we are all the pride of the enterprise and the owners of the enterprise! It is our host spirit that supports our silent dedication to the company! The growth of enterprises needs continuous investment in the early stage. Perhaps, everyone's efforts have not been satisfactorily rewarded; But we must believe that as long as the enterprise develops, it will gain development space. You know, an enterprise is a cooperative whole. Need the dedication and selfless dedication of employees! To this end, I once again propose that we raise our arms and shout "love our posts and dedication, selfless dedication!" " ".With the silent support of employees, the company can have no worries and go forward bravely! Through our continuous efforts, we strive to improve product quality, ensure that there are no customer complaints and returns, and establish the X brand in the medical device industry as soon as possible. We will continue to refuel! The glory of victory belongs to us and to all colleagues in the enterprise! Finally, I use a short story to sum up: there are three monk temples, which are far from the river. How to solve the draft problem?

In the first temple, three monks discussed: let's have a relay, and each person chooses a paragraph. The first monk picked half from the river and stopped to have a rest. The second monk continued to pick, then passed it on to the third monk, picked it back and poured it into the water tank, and then picked it when the empty bucket came back. As a result, everyone was not tired and the water was filled up quickly.

In the second temple, the old monk made a new temple rule: every monk should carry water, and whoever carries more will add a dish to dinner at night; Whoever chooses less eats rice for nothing. As a result, the three monks tried their best to fetch water, and soon the water was full.

In the third temple, three monks are very clever: there is bamboo on the mountain next to the temple, and the bamboo center is empty. They cut down the bamboos on the mountain and connected them to form a pipeline. So, once and for all, the cool river flows into the temple every day without lifting it.

The story of solving the draft problem in Sanmiao indicates that the enterprise will survive and develop;

1, we should play the spirit of cooperation, cooperate internally and cooperate with each other;

We should introduce new mechanisms, such as competition mechanism and incentive mechanism.

3, to engage in innovation, including mechanism innovation, management innovation, technological innovation, etc.

The new year is coming. I would like to pay tribute to everyone for an early year. I sincerely wish every colleague smooth work, good health, happy family and happy family!

Summary of the annual work of medical devices (II) Summary of the work of hospital equipment department. The equipment department has done a series of tangible work in equipment management and maintenance, measurement management and network management, and software and hardware maintenance. Report to the leader as follows:

First of all, do a good job in the management and maintenance of hospital equipment.

(a) to effectively undertake the repair and maintenance of hospital medical equipment. Such as: magnetic resonance imaging system, X-ray machine in radiology department, B-ultrasound and brain electrical mapping instrument, automatic gastric lavage machine, mp-900 multi-parameter monitor and aspirator in wards and operating rooms, pressure cooker in supply room, air conditioning and water supply equipment for patients in various departments, laundry facilities, hospital communication equipment and circuits, pharmaceutical equipment maintenance, etc. The intact rate of equipment in the whole hospital is over 90%, which effectively ensures the clinical use.

(2) Strengthen the institutionalization and standardization of equipment management. Do a good job in equipment procurement, demonstration, installation, commissioning, acceptance and delivery; Undertake a series of work such as data collection, sorting and filing; Such as magnetic resonance imaging system, urine analyzer, multi-parameter monitor and so on. Strengthen the construction of equipment systems, establish and improve systems and responsibilities. For example, we have established 13 systems, such as equipment department work system, medical equipment management system, medical equipment procurement system, medical equipment acceptance system and adverse event handling system, and eight responsibilities, such as medical equipment department chief, measurement management personnel and medical equipment procurement personnel. Standardize all kinds of operation forms, and further improve all kinds of reports and operation processes according to new laws and regulations. Such as: acceptance report and its work flow, procurement report and its operation flow, adverse event handling flow and report. Further standardize the machine operation process, establish use registration, and strengthen equipment use management. Further strengthen the functions of the Equipment Management Committee and strengthen the supervision of equipment from procurement to scrapping. Improve anti-corrosion awareness, refuse to accept red envelopes, and refuse to hide (3) Strengthen the marketization and legalization of equipment management. Establish the consciousness of efficiency, quality and responsibility in daily work. According to the requirements, timely report the large-scale expensive and key medical devices "Registration Form for Purchasing Medical Devices by Medical Institutions" and "Registration Form for Medical Devices in Use by Medical Institutions". Actively implement the declaration of large-scale medical equipment configuration license. He also actively participated in the training of medical device laws and regulations and special equipment safety regulations organized by cities and counties, and is making a slide teaching film on the popularization of medical device management laws and regulations and equipment management practice in our hospital to further enhance legal awareness and gradually put equipment work on the right track of institutionalization, standardization and legalization.

(four) to strengthen the management of equipment measurement and the publicity and implementation of equipment safety. Actively cooperate with the municipal and county technical supervision bureaus and testing institutes to do a good job in equipment measurement. Strengthen the measurement and detection of B-ultrasound, electrocardiogram, X-ray machine, monitor and inspection instrument to improve the accuracy of equipment report. Organize personnel to identify and maintain high-pressure disinfection equipment, high-voltage power facilities, medical emergency facilities and other facilities with potential safety hazards, and use safe passages. Resolutely withdraw the withdrawal, the renovation of the renovation. Participated in the training of "Electrician's Network Access Certificate" organized by Mianyang Electrical Industry Association, obtained the certificate of electrician's network access, and established the ideology of holding a certificate and putting safety first.

(5) Strengthen the introduction of new equipment and the application of new technologies to improve the comprehensive strength of hospitals. In recent years, in order to improve the plight of backward hospital equipment, lagging medical education and scientific research, and slow hospital development, the hospital has greatly increased equipment investment, and successively introduced automatic biochemical analyzer, Toshiba color Doppler ultrasound, British plasma endoscope system, Olympus electronic gastrointestinal endoscope, magnetic resonance imaging system, etc. It has changed the history that Chinese medicine hospitals only rely on "looking, smelling, asking and cutting" to eat, and improved the level of diagnosis and treatment.

Second, improve the hospital his system and strengthen the information construction.

(1) Network management and software and hardware maintenance of hospital computer information management system; Strengthen the monitoring and maintenance of data security operation; Strengthen the monitoring and management of the safe operation of network equipment. Repair network hardware in time, solve difficult problems in software operation, and ensure the normal, efficient and safe operation of his system.

(2) Increase hardware investment and improve network facilities. Submit the Hospital Network System Status Report and Upgrade Suggestions, apply for and suggest to buy an hp370 server, further improve the network configuration and ensure the safe and efficient operation of the network.

(3) Improve the software system and strengthen the system construction. Further improve the computer information management system, newly install the hospitalization charging system and standard charging system, organize relevant operators to carry out technical skills training and laws and regulations learning, and establish effective operating procedures, such as "Pharmacy Computer Operating Procedures", "Outpatient Charging Computer Operating Procedures" and "Hospitalization Charging Computer Operating Procedures". Strengthen the cultivation of team spirit and personal responsibility. Improve the reporting system. Newly designed statistical reports, such as department workload report, doctor workload report, income comparison report, etc.

(4) Strengthen knowledge training and operational skills. Take advantage of the opportunity to participate in the "Cisco Network Expert Shenzhouxing" to learn from the delegates, increase the knowledge of network safe operation and high-speed operation, improve the ability of network management and maintenance, and promote the healthy development of hospital computer applications.

Third, strengthen coordination and liaison work.

? Whether it is equipment work or network management affairs, it is necessary to strengthen coordination and contact with various departments and related personnel; Do a good job of uploading and distributing, and carefully understand and implement the work intentions and resolutions of the leaders. Put forward positive and beneficial suggestions for leaders to make decisions on equipment work, actively cooperate with various departments to do equipment maintenance and network work, and serve the clinic to the maximum extent.

In short, with the care and support of hospital leaders and the cooperation of various departments, the Equipment Department has further improved the management and maintenance of equipment according to the requirements of "Dimethyl" and "Hospital Management Year", which has made the hospital step into a new step of institutionalization, standardization and legalization in equipment management and maintenance and hospital information construction.

Finally, I hope that leaders and experts will give more opinions and suggestions on further strengthening and improving equipment management in our hospital in the future; We believe that with the spring breeze of "Hospital Management Year", with the care and care of leaders and experts, we will further increase the input of equipment manpower and material resources, strengthen equipment publicity, strengthen the technical skills training of maintenance personnel and operators, and further strengthen the institutionalization, standardization and legalization of equipment work.

Annual work summary of medical devices (3) Working in the marketing department for one year. During this year, company leaders, department leaders and colleagues gave me great support and help, which made me quickly understand and familiarize myself with the business I was responsible for, and at the same time realized the hardships and firmness of marketers as the core departments of the company. During this period, with the help and guidance of leaders and colleagues, all aspects have made some progress through their own efforts. Now I will briefly report my work as follows.

I. Sales Performance

The internship period and the end of the internship period did not create any value for the company in the sales task and did not complete the monthly sales task stipulated by the marketing department.

Second, the current situation of job performance

1, in terms of product understanding

Through this period of time, I got familiar with the company environment, the use, model, material and characteristics of xx products, and the basic situation of products on the market at present. At present, xx is not widely used in hospitals, and customers and hospitals know little about xx products. Because of raw materials and other factors, the product price is on the high side. However, due to its characteristics and advantages, customers and hospitals are more interested in xx products, and they are full of expectations for future cooperation between such new products and high-quality products.

2. In terms of customer development.

Through this period of time, I will look for customer information through the internet every day, visit customers through the internet and telephone, strengthen communication and cooperation with customers, and make a record of daily customer visits. Customer resources are as follows

There has been a great accumulation, and some customers are developing hospitals, laying the foundation for the next customer transactions. For example, xx technology, xx medical devices and other companies are currently in the process of hospital development;

3. Talking about the bidding of medical consumables.

Through this period of time, I pay attention to the bidding of medical consumables in provinces, cities and hospitals all over the country, participate in and assist in the bidding of medical consumables, and find dealers with cooperative intentions to participate in the bidding, so as to prepare for the operation of the hospital after winning the bid. For example, in the year of 20xx, the consumables of xx city were invited for bidding, and xx products won the bid. xx instruments and medical devices of xx city were selected as distributors of the company and operated hospitals at the same time. The bidding for consumables of xx Cancer Hospital in 20xx is in progress. Xx and xx have authorized xx to participate in the bidding. The manager of another company is very satisfied with the product. The customer asked the director of the cancer hospital to introduce the company's products. The merchant has gone to the hospital for clinical treatment with color pages and samples. The bidding for consumables in xx city in 20xx is in progress, and some companies are interested in the bidding products and are willing to help submit the tender and complete the product quotation before the year.

Three, the main problems existing in the sales work

After this period of hard work, I also found many problems in my sales work.

1, not familiar with the product.

In the process of customer development, I found that I was not familiar with the company's products, such as the supply price of the products, the suggested price for entering the hospital, and the detailed use method of the products. In particular, I don't know enough about similar products in the market and the differences between them and our products in price and quality;

2. The communication skills with customers are not mature enough

In the process of customer development, I found that I need to strengthen my communication skills with customers. With the guidance and help of department leaders, this aspect has also been significantly improved and improved.

Four. Plans for next year and the future

1, strive to complete the monthly sales task.

Through the customer resources accumulated before and the new customers continuously developed in the future, strengthen customer visit communication, make full use of precious working hours every day, continuously develop new customers, pay a return visit to old customers in time, sign contracts, and complete monthly sales tasks;

2. Improve business ability

Through the usual communication with customers, find and solve problems, constantly improve communication skills with customers, and enhance their own business capabilities;

3, familiar with products, familiar with the market

In the usual work, through self-study and introducing products to customers, I am constantly familiar with products, familiar with the market, and understand product medical insurance reimbursement and hospital operation procedures, and can solve any problems raised by customers at any time;

4. Develop a successful market for products.

At present, xx and xx products have won the bid in Tieling. We will follow up and communicate with interested customers in time, and constantly develop new interested customers to develop local hospitals. Timely follow up the bidding progress of consumables in * * Cancer Hospital and * * City, and always pay attention to the bidding activities of consumables in various regions, provinces and cities;

5. Complete other tasks assigned by the company's leaders, obey the arrangement of the company's leaders, assist in completing the work of other departments of the company, and strengthen the early communication between various departments of the company. The above is a summary of my personal work in the marketing department and my personal sales work in 20xx. Please correct me if there are any shortcomings.

Annual Work Summary of Medical Devices (IV) The medical device sales industry is developing rapidly with an annual growth rate of 65,438+04% ~ 65,438+05%, but the problem that the marketing model of medical device sales skills tends to be aging has gradually surfaced, and improving the skill level of sales staff has become more and more topics for bosses.

The medical device industry has the characteristics of knowledge-intensive and capital-intensive, so the entry threshold is high, but it still attracts a lot of capital in recent years, and the rich profits are a very attractive reason. However, due to the high product price, long service life and strict customer requirements, many problems have been set for the sales staff and countless pots of cold water have been poured. What to do and whether to continue to do it may be the question they have been asking. The answer, of course, is to continue. The trick is persistence. The following are the sales skills compared from two aspects: hospital equipment and household appliances, for the reference of confused medical device sales staff.

Again, to win the medical device market, it is impossible to make a quick decision, and there is only one way to go. On this road, it is difficult for salespeople to succeed without good psychological quality, professional knowledge and sales skills.

First, analyze the psychology of all kinds of customers.

At present, the sales methods of medical devices in the market can be roughly divided into three types: one is fixed-point or non-fixed-point sales in the community, commonly known as "running errands". The second is conference marketing, which can be divided into single conference marketing and compound conference marketing. At present, the proportion of single conference marketing has been low, and the model of "community store+conference marketing" is more common. The input-output ratio of conference marketing has been improved due to the addition of pre-screening links, but the weakness of high marketing cost is also obvious. Third, the "experience center" mode, compared with conference marketing, is characterized by long purchase cycle and high customer satisfaction.

Understand the above basic situation, but also understand the psychology of different consumers. Taking home medical devices as an example, the reason why ordinary consumers invest in medical devices is to protect their health. If they fail to achieve this goal, they will be criticized by other family members. If this happens, it will be very unfavorable to the establishment of product brand and the formation of word of mouth.

For medical institutions, as long as they believe that they can make a profit in a short time (payback period), they are usually willing to place an order. However, it is difficult to get orders for management equipment, because hospitals have such an understanding: buying production equipment can make money; Buying office equipment only makes employees more comfortable, and will not do much good to the hospital. Therefore, hospitals often strictly control the approval of purchasing management equipment.

Consumers pay more attention to the use value of goods when buying medical devices, while consumers who buy daily necessities pay more attention to the image and taste of goods. Although price is also an important factor in medical device sales, the first factor is definitely quality. Because, consumers have such an understanding that it is "useless" to improve the quality of life if the cheapest things can't eliminate the pain.

For medical institutions, quality is also the first factor to consider. Because the quality of products is directly related to the health and even life of patients, without this foundation, the normal operation of hospitals is impossible. When purchasing equipment, leaders are also very concerned about the operating cost, durability, reliability and after-sales service of the equipment. Only when these elements can meet the requirements of the hospital will they be considered for purchase.

Sales staff should work according to the above psychological characteristics. Taking management equipment as an example, it can be marketed as "production equipment", focusing on the ability of products to improve efficiency, so that buyers can clearly understand how products can reduce the service costs (time and labor costs) of medical institutions, thus persuading the other party to finally buy. Facing home users, it is convenient and quick to emphasize the health care function of its products.

Second, improve personal psychological quality.

Generally speaking, the transaction volume of medical devices is several times that of consumer goods. It is common for a medical device salesman to sign a contract of several hundred thousand yuan, and it is not uncommon for a business of several million yuan. Huge figures certainly mean income, but from another point of view, the activities of medical device salesmen involve huge amounts of money and extremely heavy responsibilities, so it is necessary to spend enough time and energy to study the business.

Working in this environment, some novices in medical device sales feel mentally stressed and "out of breath". A young man selling X-ray machines has just received a shopping plan worth more than 3 million from a big hospital. Because there is no similar experience in the past, he can't sleep at night, worrying that he can't finish the task all day, or even lead a normal life in peace. In the end, due to poor mental state, we failed to communicate effectively and the business failed to close.

In reality, this kind of thing often happens to beginners. In fact, there is a Jewish proverb called "children-small problems; Older children-big problem "means that people should choose different paths according to their own personality characteristics and psychological characteristics." "If you want to play a big role in the market, you must first weigh your psychological endurance and strength in all aspects. If we can't increase the sales of personal medical equipment.

Third, compete for endurance to win long-distance running.

The procurement procedure of medical devices varies with different management methods, which depends on the scale and management focus of the hospital. Generally speaking, the application may be put forward by the technical department or relevant doctors, and then submitted to the purchasing department. If the price of purchased products exceeds the normal level, the top leadership may intervene and make a final decision.

Even in a small company, the purchasing power of all important materials is in the hands of the boss, but in the decision-making process, the boss will be more or less influenced by his subordinates. If a hospital wants to buy a photometer, although the final decision is in the hands of the boss, which brand and model should it buy? At this time, the advice of the photometer may play a great role, because he uses this machine the most and has the most say. It can be seen that medical device salesmen usually face complicated situations, and they often need to face all kinds of people. They must consider the overall situation, find the key links in their work, and make a breakthrough before they can finally make a career.

Some people say that in the medical device market, only "connected" people can have customers. This conclusion may be debatable, but it also reminds us that sales work is not just "selling things". When the target customer has established a good relationship with the competitor, whether you can get involved is the starting point of all subsequent work; On the other hand, once you have established a long-term relationship with customers and can provide them with good follow-up service, it is like building a solid barrier to prevent the invasion of competitors.

It took the sales supervisor of a photometric factory two years to be admitted to the hospital. In order to develop this customer, he took pains to visit again and again, and made suggestions on product maintenance from time to time. I never expect novice salespeople to achieve anything in the first year,' he said. I just hope they are familiar with the products, make all kinds of preparations and keep in touch with customers.

Indeed, the negotiation of medical device transactions sometimes lasts for a long time, even years. Therefore, the work mode of quick success and instant benefit is not applicable to the field of medical devices.

Fourth, service first is no joke.

Service has become one of the themes of current commercial competition, especially in the medical device industry. It is no exaggeration to say that in many cases, the ability to maintain quickly may be the main reason for doing business. If you buy a product, there are often problems in use, and it is difficult to find the necessary parts and manpower for immediate maintenance after the problems occur-this kind of thing will seriously affect the relationship between buyers and sellers of medical devices.

In China, the daily work of large and medium-sized hospitals is extremely busy, and most of the equipment is overloaded. Many hospitals have indicated that in order to get timely maintenance services, they would rather spend more money or even buy some spare parts for maintenance. This shows how important the after-sales service of medical devices is. For medical device sales staff, getting the order is only the beginning of the work. The success of medical device salesmen depends largely on the follow-up service work. Therefore, medical device salesmen should do a good job in every after-sales work, especially when dealing with the problems of big customers, they should be particularly serious, and never lose big because of small.

Fifth, seize the opportunity.

You know, the demand for medical devices is completely dominated by consumer demand. In the final analysis, the demand for medical devices comes from consumer demand, and no one will buy a medical device because of psychological factors such as collection, following the trend and liking. Therefore, we say that the total demand for medical devices cannot be scaled up.

Budget restriction is an inevitable problem for medical device salesmen. If the purchase funds of the products you sell have been included in the budget, that is of course good; If it is not included in the budget, you will be in trouble, because it is difficult to pass the plan to reapply for the budget.

Smart executives in big companies know that any change in the internal operation order may cause confusion, and new products or methods may also destroy the original operation order. But if the customer has a new leader, it may be a good opportunity to step in. Whether we can find and grasp these opportunities requires the sales staff to pay close attention and really understand the internal situation of customers.