Sales drug work summary report

Work summary, year-end summary, half-year summary and quarterly summary are the most common and versatile. As far as its content is concerned, the work summary is to conduct a comprehensive and systematic general inspection, general evaluation, general analysis, and general research of the work in a period of time, and to analyze the shortcomings of the results, so as to draw lessons from the experience. Let me take you to see 5 sample drug sales work summary reports. I hope it can help everyone!

Drug sales summary report 1

Before you know it, you are busy A year has passed. In this strange city, it seems that one year has passed faster, which makes people a little reluctant to believe.

I learned a lot in 20____, thank you for accepting me To the company where I work, I would like to thank my leadership, my colleagues, my friends, and my customers, because it is their help, trust, recognition, and encouragement that make me love my job more and work harder.

Sales is an industry full of competition, and it is also an industry that can train people. When I first started working, I really had no confidence. Instead of rising, my performance was declining. In addition to visiting and promoting every day, I , I don’t know where else I can work hard. When two months have passed, I can no longer be said to be a new employee. I am already familiar with the market and I should be familiar with most of the customers. However, sales at the end of the month When the report card came out, I was dumbfounded. I always dared not report it to the director as soon as I got it, because it was not an exciting report card. When I got the report card, I became worried and walked on the road. , thinking about the lines and how to make this call to the director. As a result, there is often no reason to protect the failing report card and to ensure that one does not accept criticism. Often the director calls the next day to inquire and has to tell the truth. Of course, criticism is inevitable.

At that time, it was always difficult to fall asleep at night. I would lie in bed, turn off the lights, open my eyes, and look at the faint light seeping in from the outside. I was not sleepy at all, and my mind was full of I am thinking about what I should do tomorrow, who I should meet, what I should talk to them about, what kind of results I hope to get, the questions I think about every night, and do it every day. But I had no idea whether my grades would improve if I continued like this. At that time, the director said that if I couldn’t meet the company’s requirements after the three-month probationary period, I would either be transferred to another company or leave. I remember that when I discussed this issue with the director, my nose felt sore. I usually don’t speak in such situations. After the director finished speaking, I calmed down and asked seriously that I hope he can give me one more month. , To be honest, I have no confidence in facing this market, because the efforts of the previous two salesmen have no results. I am not better than them, and even worse than them in many aspects.

But I still hope that with my efforts, I can achieve slightly better results, which will allow me to continue this job. With the burden of possibly being fired, I went through the third semester with difficulty. Finally, when the report card came out at the end of the month, I received a call asking me to pick up the report. When I asked anxiously, he joked that the company should pay me a bonus this month and told me the number. I was in the room. I jumped up, excitement rushed to my head. Although it was not a big amount, it was at least doubled. At this time, I still didn't dare to call the director immediately because I didn't know how to tell him. I was afraid that I would be proud when I was excited, and I was afraid that I heard wrongly when I was calm. It wasn't until the next morning when I went to the pharmaceutical company to make a call and received a call from the director who asked about me, that I told him. I remember he said three words at that time, it was okay. This is a compliment and an encouragement to me, because the director has never praised me before, so I am in awe of him.

I still dare not relax. With this encouragement, I work harder at my work. In the next two months, my grades improved.

But the good times did not last long. Two months later, in September and October, the scores dropped sharply again, so life returned to the past and became tense. However, a turning point occurred in November, and the performance returned. It has become a self-encouragement after another failure, and life is still changing as usual, but what cannot be changed is my attitude towards work. No matter what, there is no room for laziness or slacking off every working day, because there is no competition. No, as long as competitors see a loophole, they will definitely step in and disturb your balance. Of course, without competition, there will be no motivation and no market.

Finally, I would like to thank my leaders and colleagues again. I will use actual performance to achieve greater sales performance!

Drug Sales Summary Report 2

As a pharmaceutical salesperson, you are not an isolated individual who only accepts instructions from superiors and then executes them mechanically. In fact, you face different areas (areas) and have jurisdiction over dozens or more medical (pharmaceutical) people in that area. ) division team, how to fully mobilize their enthusiasm and how to reasonably allocate resources (including time) is a very difficult, complex and very important matter.

It can be said that each area (area) is the basic management unit of the company's sales department. Only if it is done well, the entire company will move forward faster. In view of this, area (or regional) management should use resources (sales time, sales tools, promotion expenses, human resources) rationally to unblock all aspects of the drug circulation field, so that their channels can be unobstructed, disappear smoothly from the circulation field, and increase Increase market coverage within the area, improve sales performance, and reduce sales expenses. Below I will make a summary of my personal work:

(1) Drug distribution channels:

1. The usual drug distribution channels are:

Pharmaceuticals Company - dealer - hospital, retail pharmacy - patient, dealer

2. The circulation process of drugs in the hospital:

Dealer, pharmaceutical factory - drug warehouse ——Small pharmacy doctor——Patient

(2) Unblocking drug distribution channels

When a new drug that is indeed effective and has a certain market is accepted by distributors or hospitals, it should be A very easy thing to do, but in the past two years, due to the surge in new drug development, dealers or hospitals have a lot of choice, which has led to the problem of difficulty in selling new drugs, and a new drug must be ultimately consumed by patients. , we must first ensure that the channels are open.

1. Clearing dealers:

(1) Attractive business policies:

Note:

1. Always Talk about everything from the perspective of the customer (dealer)

2. Fully explain and carefully calculate the unusual benefits to him

3. Communicate the ambitions of the present and future Goals

(2) Good friends and partnerships

1. Fully respect each other, move people with sincerity, and conquer each other with heart

2. Good communication skills and frequent communication to maintain close relationships

3. Correctly apply the profit-driven principle and handle the company and personal relationships

4. Understand the needs of different customers

(3) Strong self-development market ability

1. Detailed introduction to the sales force, promotional methods and activities of the area (region) under its jurisdiction

2. Brief introduction to the company’s national market Promotion and development strategies

3. Understand in detail the efficacy, main treatments and application promotion of the company's products

4. Explore ways for both parties to jointly develop the market in the area (area) under their jurisdiction .

With the above three conditions, it should be very easy for a new drug to be recognized and accepted by distributors

2. Unblocking of hospital drug warehouses (also called large pharmacies):

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(1) New drugs enter the hospital warehouse:

1. Collect hospital information in detail (including the president, drug warehouse management committee, pharmacy director, purchasing or planner, product-related department director, experts or important doctors, or even relevant officials from the health bureau that manages the hospital)

2. Find out the key people who influence the hospital’s purchase of drugs, and conduct a comprehensive and detailed investigation and understanding of them, especially his Special needs, special difficulties.

3. Contact important people (maybe the dean, director of pharmacy, heads of relevant departments, etc.) to persuade them to make decisions.

(2) Maintain drug purchase: Although entering new drugs into the drug library is an important step for success, maintaining a certain amount of drugs for a long time is even more arduous, long-term and difficult work, so it is necessary to maintain Maintain frequent contact to deepen mutual understanding and adopt a long-term perspective to deal with problems arising from cooperation between the two parties.

3. Unblock the hospital pharmacy (small warehouse, small pharmacy). To clear this link, it is crucial to maintain a good personal relationship with the person in charge of the pharmacy (team leader or supervisor), so it should be done: < /p>

(1) Respect him even more and satisfy your inner needs

(2) Visit him frequently to deepen your impression and understanding

(3) Reasonable communication expenses

Larger hospitals and drug depots (large pharmacies) are responsible for purchasing drugs from pharmaceutical distribution offices and keeping them properly, while small pharmacies are responsible for collecting and distributing drugs. If there is no clear flow here, the drugs will not be taken out of the drug depot. After the doctor develops the prescription, the patient has no choice but to get the medicine in the small pharmacy (outpatient pharmacy, inpatient pharmacy, specialty pharmacy), while the product is "sleeping" in the warehouse of the big pharmacy. Of course, if it is prescribed once a month (or quarterly), it will affect the drug intake. Meetings with important figures are held in a loose discussion format, with the purpose of allowing them to fully express their opinions, propose ways to improve, and close the relationship between the two parties.

4. Physicians with the right to prescribe (also known as clinical work or hospital promotion) products want to squeeze into the market and occupy the market. The only way to do this is to rely on doctors. They directly face patients and make the drugs disappear through prescriptions. Entering the consumer field from the circulation field, realizing drug sales, creating benefits for the company, and ensuring reasonable profits for the company, this requires doctors and pharmacists to fully understand the products, expand market share, and increase the number of prescriptions, but we must target key physicians, usually In hospitals above the provincial level (especially medical-affiliated hospitals), the senior physicians’ role and guidance are particularly prominent. Therefore, the department directors (including experts), attending physicians, and chief residents are the most important physicians and are the key physicians for prescribing. It is particularly important to unblock doctors' prescriptions. The core methods are as follows:

(1) Face-to-face visits: From the current sales perspective in the pharmaceutical industry, face-to-face visits (personal visits) are the most important part of sales work. The method, which accounts for more than 80% of the sales room, is to use leaflets, literature samples, small gifts and your own personality charm to promote yourself and the company's products to doctors (pharmacists) one-on-one, with the purpose of making the doctors accept it heartily. Let the doctor prescribe the medicines produced by our company, and the face-to-face visit has the following characteristics:

1. Highly targeted, it is an in-depth discussion and understanding of a specific person, a specific issue, both parties and the product, so as to satisfy the needs Different levels, different expectations.

2. Face-to-face conversations with each other, with a sense of intimacy and an easy-going atmosphere, make it easy for each other to establish the basis for long-term close cooperation.

3. Face-to-face visits take time and are very expensive. At the same time, they require high quality and sales skills, so the effect produced per unit time is very different.

4. Lack of systematic product introduction

(2) Characteristics of clinical conferences and small meetings:

1. Information can be delivered to multiple doctors in a short period of time , high efficiency, and can also save costs

2. Introducing the complete system of products, but not in depth enough, let alone taking into account the specific requirements of specific doctors

3. Combining lectures and discussions , will make up for the lack of depth

4. Inability to establish close personal relationships

The above two forms (face-to-face visits and small symposiums) are two important methods for clinical work. The principle is :

1. Spend enough money on important doctors through frequent personal visits

2. For general target doctors, hold small symposiums in the department to introduce the company and products, and slowly Influence and persuade.

Drug Sales Summary Report 3

20____ has gradually gone away. Summarizing the drug sales of this year can better prepare for next year's work.

1. Strengthen learning and continuously improve ideological and business quality.

2. Be realistic and innovative, and conscientiously carry out drug investment promotion work.

Investment promotion is the top priority of the Investment Promotion Department.

Although the investment promotion work in 20____ did not develop by leaps and bounds, we still achieved small innovations in reality. Our company's agents are relatively scattered, and most of them are terminal sales customers. This is very troublesome to manage, and the prices will be chaotic, which affects the sales of the business managers. Therefore, we transfer some retail customers to the local business managers. Governance, correspondingly reducing a lot of waste and deficiencies; select some products and let the business manager conduct investment promotion locally. The business manager has a good understanding of the agent's situation, which can not only recruit satisfactory agents, but also expand the investment promotion work more extensively. Increase overall company sales.

3. Work hard and complete the work assigned by the company.

Although there are no major ups and downs in the investment promotion work this year, the work is still very cumbersome, including mailing customer information, telephone return visits before and after sales, research by agents, and daily customer work. A series of tasks, such as checking goods, faxing information, marketing and sales coordination, etc., all need to be completed seriously by the staff. For every task assigned by the company, I complete it with my greatest enthusiasm, basically being able to achieve "hard work, high quality and efficiency".

4. Strengthen reflection and summarize work gains and losses in a timely manner.

Reflecting on this year’s work, while enjoying the results, I am also thinking about my shortcomings in my work. The shortcomings are as follows

1. The study of drug investment promotion work is not in-depth enough. In the practice of investment promotion, this article is a personal work summary sample

2. There is more work on drug investment promotion this year. I have intensified my study of investment promotion work and carefully studied some theoretical books on pharmaceutical investment promotion. However, the application in work practice is not yet in place. The research is not detailed and practical enough, and I have not achieved the goal in my heart.

3. I don’t have my own ideas in the investment promotion work. In the future, I will work hard to find some ways to attract pharmaceutical investment and make a modest contribution to creating a new world for the company’s pharmaceutical investment promotion.

4. Old work concepts, no advanced work ideas, low enthusiasm for work, unable to achieve 100% investment, and unable to integrate into tense and relaxed work. "Changing concepts" is not done well. Work habits are rigid, and daily bad work habits and styles are difficult to change. Today in the 21st century, as a new supplementary force for the company, "changing concepts" is also a top priority for us.

In summary, in 20____, the overall work has improved, and some other tasks also need to be improved. In the future, we should work more conscientiously and successfully complete the tasks assigned by the company.

Drug Sales Summary Report 4

In the blink of an eye, it has been almost three years since I came to work in ____. With the care and help of the store manager of ____big pharmacy____ store and my colleagues, I learned more knowledge. In order to complete the work better, sum up experience, use strengths and avoid weaknesses, and improve one's business skills, the work in the past three years is summarized as follows.

1. Work Review

After entering ____, with the care and help of the pharmacy leaders and colleagues, first of all, my political and professional qualities have been greatly improved. When I first entered my new job, I was assigned to the traditional Chinese medicine area. Although I used to be engaged in selling Western medicines and didn’t have much knowledge about traditional Chinese medicine, I also understood that the work of traditional Chinese medicine was dirty and tiring. But it was this division of labor that made me more familiar with traditional Chinese medicine. I have a comprehensive understanding of Chinese and Western medicine and have mastered more knowledge. Therefore, I can do it much more easily than others, and I have gained a lot of knowledge and experience in this area.

Secondly, over the past few years of working, I have gained a deeper understanding of this job. Everyone has different understandings and feelings about work or career, and I am the same. I deeply understand that medicines are used for disease prevention, treatment, and rehabilitation. Being a qualified medicine gatekeeper is the most important responsibility. Therefore, I always remember my responsibilities, warmly receive customers and give detailed answers, and at the same time explain to patients the performance, efficacy, use, usage and dosage, precautions and side effects of drugs, so as to provide patients with safe, effective and cheap drugs. , and allow patients to use it with confidence.

While conscientiously doing the work assigned by drug sales and pharmacy leaders, I can consistently study the "Drug Administration Law", "Pharmaceutical Business Management System", "Commodity Quality Maintenance" and other relevant laws and regulations in my spare time. , conscientiously participated in the work related to GSP certification and drug maintenance, and played an important role in helping the pharmacy obtain GSP certification and do a good job in drug maintenance. Actively participate in the training and assessment on public subjects such as information literacy, intellectual property protection and management practices organized by the Municipal Personnel Bureau, and improve their overall quality.

2. Work Goals

In my future work, while studying comprehensively, I will focus on learning professional knowledge, mastering more business skills, and further deepening my understanding of pharmacology. , better qualified for their job. In terms of work style, we must abide by the company's rules and regulations, unite colleagues, be pragmatic, optimistic and progressive, always maintain a serious work attitude and meticulous work style, always keep in mind our responsibilities and obligations, be strict with ourselves, and do our best to the letter. Complete the tasks assigned by the leader. Finally, I will devote myself to work with a new mental state, study hard, become proficient in business, improve work efficiency, actively respond to the company's measures to strengthen management, do my job well, and contribute to the development of the pharmaceutical industry.

Drug Sales Summary Report 5

Under the correct leadership of the superior party organization, the hospital party committee conscientiously strengthens the party’s ideological construction, organizational construction, style construction and system construction, and comprehensively implements the municipal party committee’s The "323" work idea closely focuses on the hospital management year of "patient-centered and improving medical quality as the theme", earnestly carries out educational activities on the socialist concept of honor and disgrace, and special work on combating commercial bribery in the field of pharmaceutical purchase and sales, with " The spirit of the hospital is "respect for business and pragmatism, striving for excellence, unity and dedication, fraternity and sincerity", and the purpose of running the hospital is "patient interests first, service quality first, medical technology first, social benefits first". In the reform of medical and health care , determined to reform, forge ahead, and have the courage to practice, giving full play to the fighting fortress role of each party branch and the vanguard and exemplary role of Party members, ensuring the smooth development of the hospital's work, promoting the coordinated development of the hospital's three civilization constructions, and achieving A gratifying result. The work situation in the first half of the year is now as follows:

Strengthen party building and ensure the steady development of hospital reform. Carry out party building work closely around the central work of the hospital. This is the basic guiding ideology of the hospital's party building work. Only by strengthening the self-construction of the party committee and party branch can we vigorously promote the construction of the hospital, so that the hospital can seek development and reform amidst stability, and seek stability amidst development and reform.

1. Strengthen political education and improve the overall quality of the party members

1. Establish a party member activity room and party building publicity garden to provide a good place for party members to study. At the same time, in order to ensure that the party's principles and policies are conveyed in a timely and accurate manner, the party committee of the hospital subscribed to each party branch "Party Building in Institutions", "Party Building in __", "Party Style and Integrity Textbooks", "Guangxi Daily", "_ "Daily News", "Contemporary Guangxi", "Guangxi Health System Special Work Study Materials on Commercial Bribery" and other party publications and study materials, so that there are materials for learning and education, and the ideological quality of party members keeps pace with the times.

2. Earnestly carry out education on the socialist concept of honor and disgrace and the study of the Party Constitution with the "Eight Honors and Eight Disgraces" as the main content; establish and improve the eight-point system in accordance with the requirements of the Ministry of Health, and reject kickbacks and invitations from drug dealers and manufacturers. , do not prescribe humane prescriptions or large prescriptions; convene social supervisors symposiums and patients (family members) symposiums to listen to different opinions and harmonize the doctor-patient relationship.

3. Strengthen work style management and implement certificates of responsibility. According to the requirements of the Responsibility Letter for Work Style Construction signed by Dean __ and the Municipal Health Bureau in 20____, based on the actual situation of the hospital, the Dean of our hospital signed a Letter of Responsibility for Work Style Construction and a Letter of Strictly Prohibiting Drug Rebates with each department. All pharmaceutical companies, pharmaceutical factories, and drug dealers have signed an agreement prohibiting any form of drug promotion activities in hospitals. The party committee of the hospital and the party group of the Health Bureau signed a letter of responsibility for the construction of party style and clean government in 20____, and each branch signed a letter of responsibility for the construction of party style and clean government with the party committee of the hospital. We have carried out special work to combat commercial bribery in the field of pharmaceutical purchase and sales. We have produced nearly 60 posters on the annual activities of hospital management and the eight industry disciplines of the Ministry of Health. We have also published and posted the hospital affairs and government affairs disclosure information and the top ten single-disease charges in the hospital. In every prominent position.

4. Carry out high-quality service post activities for party members.

In order to reflect the new characteristics of party building work in the new century and new stage, further enhance the creativity, cohesion and combat effectiveness of the party organization, and give full play to the pioneering role of ______ members, the hospital party committee has studied and decided to carry out in-depth star service activities and " "Eight Honors and Eight Disgraces" and the special work on commercial bribery in the field of pharmaceutical purchase and sales have taken the opportunity to carry out high-quality service activities for party members in the form of creating "high-quality service posts for party members" in various party branches to promote the hospital's "patient-centered" high-quality services. Drive our hospital's high-quality service work to a new level, establish a good image with our love and good work style, and be worthy of the title of "White Warrior".

In the past six months, the results of the monthly spiritual civilization quality assessment of the whole hospital showed that except for one department that had points deducted, the other departments had not deducted points. Starting from March, 13 departments had Extra points were awarded for receiving patients' banners, mirror plaques, thank-you letters, etc. Among them, the second area of ??neurosurgery received the highest reward points, reaching 60 points; the patient satisfaction rate reached more than 98%, achieving high-quality services, no medical accidents, and no errors. . Provide a good diagnosis and treatment environment for the general public, and gain the trust of the general public with the enthusiasm, sincerity and high-quality medical services of the white soldiers in serving the sick and wounded.

2. Strengthen the party’s organizational construction and expand the party membership team. The party committee of the college has planned to focus on cultivating academic leaders and business backbones to join the party organization. In the first half of the year, 2 party members were developed and 2 were approved to be regularized. In addition, 10 party activists participated in the training class for party members and activists organized by the Municipal Working Committee, and the team of party members continued to grow. At present, there are 191 members in the hospital, who have played a pioneering and exemplary role.

3. Strengthen the construction of a clean government and give full play to the supervisory role of disciplinary inspection and auditing. In the past six months, the hospital’s Discipline Inspection Commission organized discipline inspection, auditing, financial and other relevant personnel to conduct random inspections of the hospital’s material warehouse, equipment warehouse, and medicine warehouse from time to time. Whether the inventory materials are consistent with the books, whether the payment and use of department benefit wages are compliant, and whether the acceptance of basic projects is standardized. In the first half of the year, 6 surprise inventories were conducted in the two canteens, with an audit amount of 86,421 yuan, and 2,291 original vouchers for the two canteens were audited. , conducted 6 surprise inventories of cash inventory of cashiers in the Finance Department, with an audit amount of 66,437 yuan, reviewed 3,654 original vouchers of the Finance Department, conducted surprise inventories of cash inventories of outpatient and inpatient cashiers for 25 people, with an audit amount of 214,378 yuan, and reviewed outpatient computer invoices 19,786, through internal audit work, problems are discovered and corrected in a timely manner, hospital fund management is strengthened, loopholes are eliminated, the internal control system is improved, and the audit supervision role is played. 240 types of items in the material warehouse were randomly checked, 455 types of materials in the hospital material warehouse and foreign trade warehouse were randomly checked, 374 types of medicines were randomly checked in the warehouse, 362 laboratory inspection sheets were randomly checked, and 296 inpatient medical records were randomly checked. Through random inspections of the hospital material warehouse, the internal control system was improved. Correct errors in a timely manner, identify problems and put forward suggestions, so that all personnel can implement the purchase plan in accordance with the system, achieve timely entry and exit of accounts, and do a good job of inspection and storage, constantly promote warehouse management, gradually reduce work errors, and ensure the hospital's property and materials Safety. Regular spot checks of inpatient medical records and laboratory examination items will be charged according to medical charges. We conscientiously do a good job in the acceptance and review of sporadic projects, conduct spot checks on hospital funds and properties from time to time, establish and improve the internal control system, achieve standardization, and better play the role of the supervision department.

4. Earnestly prepare for the re-election of the party committee. In April this year, the Party Committee of our hospital expired. In accordance with relevant regulations, we have submitted an application for re-election to the Municipal Working Committee and carefully made relevant preparations before the re-election.

5. Strengthen publicity and improve social benefits. The hospital party committee attaches great importance to the hospital’s external publicity work. In 20____, it mainly cooperated with "__ Daily", "__ Evening News" and __ TV and radio stations. Contact us and use their publicity advantages to publicize the hospital's new business, new technology, new equipment, and good people and deeds in the form of multimedia. In the first half of the year, 129 reports on the hospital were published in news media at all levels and broadcast on TV 1830 news and special advertisements. Through extensive publicity through multiple channels, we will continue to improve the hospital's reputation in society, so that the people can further understand our hospital's advanced equipment, superb medical skills, good work style, and high-quality services.

6. Actively carry out military-civilian cooperation activities, and carry out joint construction with the Third Regiment of the People's Liberation Army Reserves and the Border Armed Police Detachment, and have achieved remarkable results. In June, the hospital was recommended to the superior department by the __ City Armed Police Detachment as an advanced unit with double support, and President __ was recommended as an advanced individual with double support.

7. The hospital party committee organized relevant personnel to adopt the method of going out, learn advanced management experience at home and abroad, and conduct inspections and demonstrations of advanced medical equipment such as CT, which further strengthened the reform and development of the hospital.

8. Care for employees and let them feel the warmth of the Party. The hospital's party committee has always cared about the sufferings of the employees. They took the initiative to talk to employees 135 times, visited 15 sick hospitalized employees in the ward, and held a symposium for retirees during the Spring Festival, which made them deeply feel the importance of the party organization. Warmth has established the party's prestige among the masses.

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