5. Summary of the work of Instrument Department in 2023.

Work Summary of Instrument Department in 2023 1

Unconsciously, 2022 is drawing to a close, and it has been half a year since I join

5. Summary of the work of Instrument Department in 2023.

Work Summary of Instrument Department in 2023 1

Unconsciously, 2022 is drawing to a close, and it has been half a year since I joined _ Real Estate Development Co., Ltd., during which I learned a lot of knowledge and experience. _ It's been an extraordinary year for real estate. The more difficult the market environment is, the more we can exercise our business ability, and let our life experience a thrill, a joy, a sadness, and most importantly, an increase in life experience. It can be said that from a layman who knows nothing about real estate, I have gained a lot in the past six months. I am very grateful to every leader and colleague of the company for their help and guidance, and now I can finish the work independently. Now I will summarize my work this year from the following aspects.

First, study.

There is no end to learning. This is the first formal job in my life. I used to do some part-time sales work when I was a student, which seemed to be related to real estate. In fact, I don't know much about real estate, or even know nothing about it. When I first came to this project, I was unfamiliar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and the real estate market. Through hard study, I understand the real connotation and responsibility of real estate consultant, and I deeply like this job, and I also realize that my choice is right.

Second, the mentality.

When I first entered the company, I started systematic training for half a month and began to feel a little boring or even boring. But after a while, looking back at these contents really has a different feeling. I feel that we have really gained a lot. My mood is getting calmer and more mature. With the patient guidance and help of the company leaders, I gradually understand that mentality determines everything. Thinking about working in the front line of sales, the deepest feeling is that it is very important to maintain a good attitude, because we are faced with all kinds of people and things every day. We should learn to control our emotions and face our work and life with a stable, inclusive and positive attitude.

Third, professional knowledge and skills.

During the period of training professional knowledge and sales skills, I felt very boring because I was exposed to this kind of knowledge for the first time, such as architectural knowledge. I insist on reciting and practicing every day. I worked hard because of the exam. Finally, many good things happen. I used to be caught off guard when answering the phone to pick up customers, but now I am handy, which fully proves how important these are. I really felt so tired at that time. Looking back now, the biggest difficulty to overcome in our progress is ourselves. Although I was very tired at that time, didn't we insist all the time? Of course, this growth is closely related to the help and care of company leaders, and this working atmosphere is also an important reason for my progress. After work, I will also learn some real-time real estate professional knowledge and skills to keep pace with the times and not be eliminated by the times.

Fourth, details determine success or failure.

From the first call of the customer, all names and telephone etiquette should be in place. Visiting customers, from a humble action to the most basic courtesy, reveals the image of the company everywhere, and everything is in the details. A seemingly simple job actually requires more care and patience. In the whole work, whether the supervisor emphasizes or provides all kinds of information, in short, it makes us from unfamiliar to skilled. In my usual work, the two projects also gave me a lot of advice and help, and solved one problem in time. From unprepared to handy, they all came out one by one. The premise of these advances covers our efforts and sorrows. Sometimes lack of patience, for some customers who have more questions or speak more bluntly, they tend to be tit for tat. In fact, for such customers, it may be more effective to adopt circuitous or soft means. Therefore, in the future, it is necessary to exercise more, increase patience, and make customers feel more intimate, so that they will have more trust. Not paying enough attention to customers. Some customers need the constant attention of the sales staff, otherwise they may not ask you questions, but ask others or think for themselves, so that we lose their initiative in trading. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them politely, so that I can take the initiative and control the overall situation, increase my feelings with customers and increase the opportunities to bring guests.

Verb (abbreviation for verb) looks to the future.

2022 is the most meaningful, valuable and rewarding year, but no matter how wonderful it is, it was yesterday and will soon become history. In the future, in the future, I will strengthen my professional knowledge and skills on the basis of high quality. In addition, I will have a broad understanding of the dynamics of the whole real estate market and stay at the forefront of the market. As the saying goes, "Customer is God", it is my unshirkable responsibility to receive customers' visits and calls and establish a good company image in customers' psychology. I am very satisfied with the working environment here. The care of the leaders and the continuous improvement of working conditions have given me motivation to work. The friendship, care, cooperation and mutual assistance among colleagues give me a sense of comfort and sureness in my work. So I will go all out to do my job well, so that I can gain more and become stronger at the same time. In short, in this short half-year working time, although I have made some achievements and progress, there is still a certain gap from the requirements of the leaders.

Intransitive verb plan

Summing up my work in the past year, I still have many problems and shortcomings in my work, and I need to learn from other salesmen and peers in working methods and skills. In 2022, I plan to learn from each other on the basis of last year's work gains and losses, focusing on the following aspects:

(1) According to the sales situation and market changes in 2022, I plan to focus my work on medium and key customer groups.

(2) Find powerful customers among customers with insufficient purchasing power and expand sales channels.

(3), in order to actively cooperate with other sales staff and employees, do a good job in promotion.

(4) While doing a good job, I intend to improve my theoretical knowledge by learning business knowledge, skills and actual sales, and strive to continuously improve my comprehensive quality and lay a human resource foundation for the further development of the enterprise.

(5) Strengthen ideological construction, and enhance overall awareness, responsibility awareness, service awareness and team awareness. Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.

(6) Make a study plan. Being an intermediary in the real estate market is a job that needs to constantly adjust its business ideas according to the changing situation of the market. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust my study direction according to my needs and replenish new energy. Industrial knowledge, marketing knowledge, department management and other factory-related knowledge are all things I want to master. Only by knowing ourselves and ourselves can we be in an invincible position (I also hope that the company will give our business people support in this regard).

(7) In order to ensure the completion of the annual sales task, I usually actively collect information and summarize it in time, and strive to open up new markets to expand the market share of products. In the future, I will further strengthen my study and practical work, give full play to my personal advantages and complement each other, be a qualified salesperson, be able to occupy a place in the increasingly fierce market competition and make due contributions to the company's further success!

Work Summary of Instrument Department in 2023 (II)

In _ _ _ _, with the care and guidance of the leaders of all departments in the company and the support and help of my colleagues, I successfully completed this year's work and completed all the tasks assigned by the leaders. I have improved in all aspects, but there are still some shortcomings. I need to continue to study and accumulate work experience in the future, and use my knowledge to make up for my shortcomings. This year's research and work are summarized as follows:

First, a pragmatic work attitude:

Over the past year, I have been working hard, consciously safeguarding the corporate image of the company, doing my duty and trying to avoid any mistakes in my work.

Office clerk is a service job, which is more complicated.

(1) Provide various services every day to ensure the normal work of the business department, the documents department, the shipping department, the finance department and the design department.

(2) The daily work of clerks is trivial, which requires care and prudence, and cannot be neglected, let alone sloppy.

(3) Under the guidance of may, the manager of the administrative department, make the memorandum of the day. I put the day's work in the memo and finished it one by one so as not to miss it.

Second, due diligence, do a good job in administrative personnel:

Conscientiously do their own work and daily routine work, assist leaders to maintain a good working order and working environment, and make file management more and more standardized and standardized. At the same time, do a good job in logistics services, so that leaders and colleagues can avoid worries, and under the direct leadership of the department manager, actively do the daily housekeeping work of the department.

1. Daily reception work: When answering the phone, use civilized language, speak kindly, warmly and politely to receive factory visitors and foreign customers. When I encounter related problems, I will try my best to answer those who come to consult or ask for help or convey them to relevant leaders in time to solve them.

2. Material management: make the company's daily office supplies requisition, manage the material requisition, and register the requisition according to the department's requisition.

3. Document management: make various forms and documents at any time according to the needs of the work, at the same time complete the printing, scanning and copying of documents handed over by various departments, and upload and distribute the notices and documents issued by the company in time.

4. Personnel file management: classify and archive the files of on-the-job employees and former employees, electronically scan and archive them, and bind the new employee assessment form according to the annual sorting.

5. Recruitment: check emails, read resumes, and make appointments to arrange candidates for manager interviews and general manager re-examinations.

Work Summary of Instrument Department in 2023 (3)

This year, the work of the Pharmaceutical Machinery Supervision Unit closely focused on the central task of pharmaceutical machinery safety, strengthened the daily supervision of pharmaceutical medical devices, vigorously rectified and standardized the order of the pharmaceutical market, and achieved results in all tasks and objectives.

I. Daily supervision of drugs and medical devices

In accordance with the overall working idea of "no blind area in the supervision area, no omission of supervision varieties and no fault in the supervision link", we will actively carry out daily supervision and inspection work. The region * * * has xx hospitals and medical device related institutions at or above the first level; Xx pharmaceutical enterprises (including X pharmaceutical wholesale company, X chain sales company, xx retail pharmacy and xx retail chain store); Xx medical device business enterprise; Xx individual medical clinics and dental clinics; Xx vaccination unit. This year, our unit focused on medical device enterprises. The coverage rate of medical device enterprises reached xx%, and the coverage rate of hospitals above the first level reached xx%. Carry out "in-depth rectification of outstanding problems in the field of pharmaceutical management"; "Special rectification of food and drug adulteration"; A number of special rectification work, such as "severely cracking down on illegal operation and use of medical devices" and "carrying out special inspection of' problem vaccines'". Through rectification, the awareness and level of quality management of operating enterprises and users have been improved, and the safety and effectiveness of medical devices have been ensured.

Up to now, * * * has dispatched more than xx law enforcement officers and vehicles, inspected more than xx medical device enterprises, more than xx medical institutions, X pharmaceutical wholesale enterprises and xx vaccination units. The main problems found in the inspection are as follows: (1) Drug trading enterprises have purchased drugs from illegal channels; Selling counterfeit drugs; Buying drugs by tying, giving away prescription drugs or Class A over-the-counter drugs; Pharmacists do not sell prescription drugs at work; Medical device business enterprises have illegal acts such as operating expired medical devices; Medical device business enterprises and users fail to submit the self-inspection report of medical device safety supervision and management on time. Handling xx cases related to drugs and medical devices, including 1 summary procedure; The general procedure begins with X and ends with X. In case X, because the party concerned failed to pay the fine on time, a notice of enforcement of the administrative penalty decision has been issued, and it is ready to apply to the Luobei County People's Court for compulsory enforcement. In the case of 1, the product has been reported to the US Food and Drug Administration for counterfeit drug identification. After the US Food and Drug Administration issues the appraisal results, it will decide whether to transfer the case to the Baoquanling Agricultural Reclamation Public Security Bureau of Heilongjiang Province for handling. Up to now, the total amount of fines and confiscations imposed by * * * is xx yuan, and the total amount of fines and confiscations paid now is xx yuan.

Two, adverse drug reactions, medical device adverse events report.

In our daily work, we supervise online newspaper units to actively report adverse reactions, carefully review adverse reaction reports, check suspicious reports by telephone in time, modify irregular reports in time, and evaluate and report normative reports in time. Up to now, * * * has reported xx cases of adverse drug reactions and xx cases of adverse medical device events, achieving the set goals.

Three. Examination and approval of business license (filing) of drugs and medical devices

In April this year, US Food and Drug Administration of Hegang entrusted our bureau to conduct material review and on-site verification on the Drug Business License, the Class III Medical Device Business License and the Class II Medical Device Business Record. After receiving this task, we actively consult and learn from the municipal bureau, and strive to improve and better complete this work. Enterprises applying for permission, filing and change should be carefully guided, strictly examined and accurately verified to ensure the smooth completion of this work. Up to now, * * * has audited and verified X pharmaceutical companies and 13 medical device companies, and accepted xx changes in business matters of pharmaceutical companies. Complete this task with good quality and quantity.

Fourth, the problems existing in the work

1. Due to the large supervision area and many pharmaceutical and medical device enterprises, it has not reached the frequency of dynamic inspection of pharmaceutical and medical devices.

2. There are many new laws and regulations on medical devices, especially the new medical device classification catalogue has just been implemented, and many contents still need to be studied, digested and understood.

3. As for the products of "sexual health care products", because the relevant laws and regulations are not perfect, many products publicize their therapeutic effects with "suitability for people" and "product efficacy", and measures should be taken to focus on governance.

Verb (abbreviation for verb) Next work plan

The safety of medical equipment is the most concerned, direct and realistic interest of the people. In the next step, we will continue to focus on the safety of medical devices and push the supervision of medical devices to a new height.

1, focusing on the supervision of medical institutions, individual dental clinics and optical shops, focusing on the use of medical devices, focusing on the supervision of medical institutions, focusing on the supervision of disposable sterile and implantable medical devices, and further strengthening the supervision of medical device users.

2, continue to promote the establishment of drug traceability system. Strengthen the inspection of the relevant records of drug purchase, sale and storage, and ensure that the drugs purchased, displayed and sold by drug trading enterprises are all xx% system drugs, and ensure the traceability of drugs.

3, actively do other work assigned by the bureau leaders. Complete the tasks assigned by the bureau according to the time limit and quality assurance. Do a good job of linkage with grain stocks, supervision offices, sub-bureaus and other departments, do not shirk when things happen, coordinate more, enhance the overall awareness, and make their own efforts for the steady progress of the overall work.

Work Summary of Instrument Department in 2023 Part IV

In order to strengthen the daily supervision of aseptic and implantable medical device business enterprises in xx county and continuously promote the special rectification of medical devices, the Food and Drug Administration of xx county implemented the spirit of the municipal bureau's documents, and combined with the reality of our county, carried out a month-long supervision and inspection of aseptic and implantable medical devices in the county. The work is summarized as follows:

First, attach great importance to it. The leaders of the Planning Bureau attached great importance to it and formulated the Implementation Plan for Strengthening the Supervision and Inspection of Sterile and Implantable Medical Devices by the US Food and Drug Administration in xx County. A leading group for rectification work was set up, with the director as the team leader, other bureau leaders as the deputy team leader, and law enforcement officers of all departments as members, and the scope of key inspections was defined, focusing on products and key inspection links to ensure orderly and effective work.

Second, co-ordinate and strengthen cooperation.

In order to overcome the actual situation of fewer personnel and fewer vehicles, this special inspection work is organically combined with daily supervision work, adverse event monitoring and other medical device supervision work, and actively cooperates with relevant departments to ensure the effectiveness of special rectification.

Third, establish a mechanism to strengthen supervision.

This work supervised and inspected two medical institutions and two commercial enterprises in the county, focusing on implantable devices such as pacemakers, stents, catheters, artificial valves, cochlear implants, artificial blood vessels, intraocular lenses, artificial hip joints, artificial knee joints, bone plates and nails. Disposable sterile medical instruments. Business links: whether the business premises, storage facilities and conditions meet the requirements; Whether the product quality management system is sound, especially whether the purchase and sale records are complete and standardized, and whether they meet the traceability requirements; Whether the quality management personnel are on duty; Whether to engage in business activities within the approved business scope and category; Whether the enterprise warehouse address is consistent with the reply. Use link: whether to establish a medical device procurement acceptance system; Whether to obtain certificates and tickets as required and keep them well; Whether the storage facilities and conditions meet the requirements; Whether the adverse event monitoring report meets the requirements; Whether the used disposable sterile medical devices are destroyed in accordance with the regulations, and relevant records are kept.

Follow-up the irregular behaviors found in the inspection in time, urge the operating units to implement rectification measures as required, establish and improve the database of the operating units of sterile and implantable medical devices, reorganize the registered enterprises, and fully grasp the dynamic situation of the enterprises. This inspection * * * dispatched law enforcement personnel 12 person-times.

Chapter V Work Summary of Instrument Department in 2023

The medical device sales industry is developing rapidly with the annual growth rate of 14% ~ 15%, 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 salespeople 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.

■ 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.

■ 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.

■ Competing 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.

■ 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.

■ Pay close attention to opportunities

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.