Pharmaceutical salesperson work experience

Sales refers to the act of providing products or services to third parties by selling, leasing or any other means, including related auxiliary activities to promote the act, such as advertising, promotions, exhibitions, services and other activities. Now I will bring you my experience of working as a pharmaceutical salesperson, I hope it can help you!

Experience of working as a pharmaceutical salesperson 1

Under the correct guidance of all leaders Under the guidance, our company's work in 20__ has achieved various indicators. Now we will make a summary of each work.

1. The current pharmaceutical situation:

1. The current drug prices are constantly falling and adjusted downwards. There is no profit, the space is getting smaller and smaller, and it is difficult for customers to operate.

2. In bidding quotations from various places, due to lack of medical experience, bid failures often occur. At this point, our company conducts in-depth review, often participates in various medical conferences, and learns some Medical knowledge, complete all kinds of work when bidding and quoting, and improve your own quotation level to ensure smooth completion.

3. In terms of telephone investment, some negotiation skills also need to be strengthened. As long as we observe and explore carefully, the entry point of the topic is easy to find, and we strive to make every telephone investment process smooth and smooth. After all, when the bid is not won, telephone investment is the main sales model, and the company's image is also understood by customers on the phone, so we must improve in this aspect to give customers a good impression.

2. The overall situation of the relevant regions responsible for:

As the vigorous consolidation of China’s pharmaceutical market gradually intensifies, pharmaceutical investment promotion faces the gradual strengthening of national drug supervision, and the drug hospital distribution model And further control of drug price management, many restrictive drug sales policies have been implemented. Some customers take the goods and sell them locally, but the sales volume is not large. It is understood that the local policy this year is that all products with limited prices listed on the Internet will be sold as long as they are sold online. All prices quoted within the price limit can be shortlisted. In this way, most of the market has been occupied by previously launched products. In addition, each hospital can only enter two specifications of each variety ( One product, two regulations), so the current market that can be operated is not very big, and the space that can be operated is very small.

The sales of the winning products in the areas our company is responsible for are also unsatisfactory. There are not many varieties that real customers can operate. The main reasons are as follows:

1. Local Market demand determines the overall sales volume of a product.

2. The profit margin of drugs is not enough, causing customers to lose enthusiasm in sales.

3. The company’s winning product is not the customer’s sales expertise.

Due to the above situation, our company has chosen a new sales method, selected good products to be the national general agent, and sold various commonly used drugs.

3. Work Plan

As the national general agent of the new compound Daqing leaves produced by Weihai Life, our company continues to explore new sales markets. Secondly, the products sold by our company such as Rhubarb Sodium Bicarbonate Tablets, Sodium Bicarbonate Tablets, Huoxiang Zhengqi Water, Xiao Bupleurum Granules, Compound Melon Seed Gold Granules, Suxiao Jiuxin Pills, Ji Zhizhi Syrup and other products are also constantly exploring new sales areas.

In the new year, our company will adhere to the concept of "seeking truth, seeking truth, becoming bigger and stronger", establish the company's new development goals, adopt modern marketing methods, strengthen market orientation, and strive to Push terminal operations, establish good cooperative relationships with various production companies, constantly contact new and old customers, achieve mutual benefit and achieve a win-win situation.

Drug salesperson work experience 2

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

1. Strengthen learning and continuously improve ideological and business quality

"There is no limit to learning, and there is no end to learning." Only by constantly charging can we maintain business development. Therefore, I have been actively learning. Over the past year, the company has organized computer-related training, medical knowledge theory and various study lectures, and I have participated seriously. By learning knowledge, you can establish advanced work concepts and clarify the direction of future work efforts. With the development of society, the update of knowledge also urges me to continue learning.

Through these learning activities, I have continuously enriched myself, enriched my knowledge and insights, and prepared myself for better work practice.

2. Be realistic and innovative, and earnestly carry out pharmaceutical investment promotion work

Pharmaceutical sales is the primary task of the Investment Promotion Department. Although the sales work in 20xx has not developed 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. Management, 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 sales work more broadly. , to increase the company’s overall sales.

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

Although there are no major ups and downs in the pharmaceutical sales work this year, the work is also very cumbersome, including the collection of customer information. Mailing, customer pre-sales and after-sales phone calls, agent research, and daily chores for customers, such as checking goods, faxing information, marketing and sales coordination, and a series of other tasks all need to be completed carefully by the staff. For every task assigned by the company, I complete it with my 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 the work. The shortcomings are as follows:

1. The study of drug sales work is not in-depth enough, and I have not thought enough about the practice of investment promotion. I cannot record some drug investment ideas and problems in a timely manner and reflect on them. .

2. In terms of pharmaceutical sales work, we have intensified the study of investment promotion work this year and carefully studied some theoretical books on pharmaceutical investment promotion. However, the application in work practice is not yet in place, and the research has been done well. It was not detailed and practical enough, and it failed to achieve the goal in my heart.

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

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 Salesperson Work Experience 3

Time flies, and time flies. In the blink of an eye, one year has passed, and one and a half years have passed since I started doing business. I also learned a lot of things, but there are also many places where I did not do well. In this year of business, I have worked hard, I have struggled; I have given up, I have fallen; I have been passionate, and I have been angry and disappointed. But all this has passed, good or bad, etc., let it pass.

Next, I will analyze the market personally. If I do three aspects this year, I will analyze it:

Personal analysis:

1. Lack of business knowledge, especially about the market and company drug prices The main reason is that I don’t remember it subconsciously;

2. The control of accounts receivable is not strict, which leads to some customers’ payment receivable not being receivable in time, mainly because I don’t track it enough;

3. The monthly work plan is not very strong and the efficiency is not high enough;

4. I like to do things in a leisurely and somewhat "procrastinating" way;

5. You still have your own set of feasible methods and strategies for doing things;

6. You can endure hardship, and you are not afraid of hardship as long as you are willing;

7. Strong individualism, you think you have no I always don’t want to do meaningful things;

Market analysis:

The Cangnan market is mainly dominated by two local pharmaceutical companies (Cangnan County Hongtai Pharmaceutical Co., Ltd. and Cangnan County Ounan Pharmaceutical Co., Ltd. company), the comparison between them and us is as follows:

From the above, we can see that our company’s situation in the Cangnan market is not very good. In addition, Cangnan is the county with the most pharmacies in Wenzhou, and the competition is fierce and there is a price war. It is so serious that the market is in chaos. More and more small pharmaceutical companies from other places have entered the Cangnan market, which has brought us greater pressure and challenges!!

What to do this year:

< p> 1. Continuously learn business knowledge and skills, especially drug prices, to improve your business level;

2. Strengthen the management of colleagues in the office, communicate with them frequently and in a timely manner, and Discover and solve problems in work and life;

3. Analyze customers and varieties in the region, and identify accurate customers and varieties every month to increase sales;

< p> 4. Make reasonable arrangements for each month's work, and plan what work should be done at the beginning, middle, and end of every day on Sunday;

5. Strengthen visits and understanding of major customers, and promote Close relationships with each other and good relationships with salesmen from large manufacturers to jointly place orders.

6. Handle various customer matters in a timely manner to enhance ___’s influence.

Drug Salesperson Work Experience 4

Time flies by like a meteor in the sky, and I hope I can seize this brief moment. Unknowingly, I have been working in a pharmaceutical company for a year. Looking back on the work during this period, I make the following summary.

1. Change of concept

Concept can be said to be a relatively fixed thing. If a person wants to change his original concept, he must go through a long-term ideological struggle. Although sales are a matter of common interests. However, different products cater to different people and have different consumer groups. Different companies also have different sales models. It is necessary to change from the original passive work to the current active customer development and many other concepts.

2. Implement job responsibilities

1. As a salesperson, your job responsibilities are:

2. Do everything possible to complete regional sales tasks; < /p>

3. Efforts to complete various requirements in the sales management measures;

4. Responsible for strictly implementing various product procedures;

5. Collect market information extensively

6. Strictly abide by the company's rules and regulations;

7. Have a high level of professionalism and a high sense of ownership for work; < /p>

8. Complete other tasks assigned by the leader. Job responsibilities are the work requirements of employees, and they are also the standard for measuring the quality of employees' work. Since I have been engaged in business work, I have always taken job responsibilities as the standard of action, starting from every step of the work, and strictly following the terms and requirements of the responsibilities. For my own behavior, first of all, I can start with product knowledge, carefully analyze market information while understanding product knowledge, and formulate marketing plans in a timely manner. Secondly, I often communicate frequently with other regional salesmen to analyze market conditions, existing problems and solutions. Plan for mutual improvement. In daily work, after receiving the tasks assigned by the leadership, I start with my heart and complete the tasks on time while ensuring the quality of the work.

3. Clarify task objectives and strive to complete them on time with quality and quantity

During work, I always understand that there is only a superior-subordinate relationship. I treat the leadership equally regardless of whether it is within or outside the job. Do not be sloppy or negligent in the arranged work. When understanding the tasks, on the one hand, you must carefully understand the leadership's intentions and the standards and requirements that need to be achieved, and strive to complete them in advance within the required deadline. On the other hand, you must carefully think and supplement the marketing model. Complete.

4. Current market analysis

There is only one customer in __. Get three items in _ month; get three items in _ month. Tiopronin injection is only available in _ and _ original areas although the economy is backward. But the market potential is huge, and overall the market is better developed than the market. _Market: There is a customer who is manufacturing Cefixime Chewable Tablets, and he took two pieces in _month. _Market: Cefixime chewable tablets _ have _ customers in _, and tiopronin injection has customers _ in __ and _ regions. Among them, the annual sales volume has reached _ pieces, and the sales volume in other regions is not ideal. Judging from the above sales data, it basically belongs to the market. Cefixime chewable tablets are basically blank in China. Tiopronin also occupies less than one-third of the market share. Judging from the economic and market regulation conditions of the two places, _ has advantages over _. From the perspective of product structure, cefixime chewable tablets are the terminal product. (In terms of economic conditions in both places, they are high-priced products among similar products) Tiopronin Injection and Betaxolol Hydrochloride Eye Drops can only be used clinically. (Clinical varieties need to win the bid to enter the hospital, and the early development time is long). The situation we are facing is also quite severe.

5. Regional work ideas for 20__

1. For old customers and fixed customers, it is necessary to maintain frequent and continuous contact and build good customer relationships.

2. While having old customers, you must also continue to obtain more customer information from various media. (Recommendation: All methods of contact with the outside world can be used; such as __, __)

3. To achieve good results, you must strengthen business learning, broaden your horizons, enrich your knowledge, adopt diversified forms, and Combine learning business and communication skills.

6. This year, I have the following requirements for myself

1. Add more than _ new customers every week, and have _ to _ potential customers.

2. Make a summary every week and a summary every month to see what mistakes you have made at work and correct them in time so as not to make them again next time.

3. Before meeting the customer, you need to know more about the customer's status and needs. Only by making preparations can you avoid losing this customer.

4. There can be no concealment or deception to customers, otherwise there will be no loyal customers. You and your customers are consistent on some issues.

5. Continue to strengthen business learning, read more books, check relevant information online, communicate with peers, and learn better methods from them.

6. The working attitude towards all customers must be the same, but not too arrogant. Give customers a good impression and establish a better image for the company.

7. When customers encounter problems, they cannot ignore them and must do their best to help them solve them. We must first be a person and then do business. Only by letting customers believe in our work strength can we complete the task better.

8. Confidence is very important. Always tell yourself that you are, you are unique. Only by having a healthy, optimistic and positive work attitude can you complete your tasks better.

9. You must have good communication with other employees of the company, have team awareness, communicate more, and discuss more, in order to continuously grow your business skills.

10. For this year's sales task, I will work hard to complete the task of _ to _ ten thousand yuan every month to create more profits for the company.

The above is a summary of my work this year. There will always be various difficulties in my work. I will ask my leaders for instructions, discuss them with my colleagues, and work together to overcome them. Make your own contribution to the company.

Experience 5 of working as a pharmaceutical salesperson

It has been almost a year since I entered the industry. Here is the experience gained during this period for everyone to share:

January: Everything depends on people

An old representative started to "sweep the streets" by himself after taking him for a long time. After more than half a month of ups and downs, he became bolder and thicker-skinned, but his heart also changed. I started to get anxious. Two of my classmates had already successfully signed an agreement with the company and could stay and work in the company as employees. However, I didn’t seem to attract the manager’s attention at all. At that time, the company happened to open a new During the product launch, I was assigned two tasks:

1. Assist the manager’s assistant in purchasing conference supplies before the meeting;

2. Responsible for the supply of banquet drinks during the meeting, but there was no chance Faced with customers. But I didn’t complain. Everything was on point and there were no mistakes. The next day after the meeting, the manager called me into the office alone and asked me to go for a physical examination and was willing to sign an agreement with me. , the reason is that he thinks I am a responsible person.

Achievements: Successfully "sold myself" to the company

February: Everything is difficult at the beginning

After becoming an employee, I was assigned to Foshan, where the company is headquartered, to be responsible for 100 terminals and 4 pharmaceutical companies. The person who was previously responsible for this market has resigned because he did too poorly. So what is waiting for me? ?The following is my SWOT analysis (I regard myself as a product, haha):

S (Advantage): No experience means that I am a blank piece of paper, and the market that has not been developed can also be regarded as There is a blank market. From the beginning, there are infinite possibilities.

W (disadvantage): No work experience, majoring in pharmacy, no marketing knowledge.

O( Opportunity): The new supervisor was the company’s sales champion last year and has rich practical experience. I will learn the most useful sales knowledge from him; the stock market has fallen to the bottom, indicating that it has a chance to rebound, and the area is located at the company’s headquarters , as long as it is done well, there will be development.

T (Threat): The market supply channels in this area are chaotic and prices are unstable, which brings greater difficulties to terminal work.

< p> Achievements: In the first month when we started calculating task indicators, we opened more stores than our predecessors did in half a year, but it was just because they were lazy, not how good I was.

March: Work A line of love, a line of love

After more than a month of distribution, most pharmacies have begun to carry our products, leaving only a handful of "die-hards" who are still unstoppable, and these pharmacies are In order to get the goods into the larger local stores with poor business, I had to visit them more frequently and constantly stated the advantages of our products to them. "God pays off," and I finally discovered it during a subsequent visit. A "die-hard" started to operate our variety. When I got home, I told my supervisor the good news. At that time, my supervisor said: "You will succeed because you have connected work and emotion."

Achievements: The distribution work is basically completed, and the distribution rate is among the top three in the company. The quantity increase work will begin next month.

April: Success comes with confidence. Half

I got the bonus for March, which is a lot of money. I can get such a big bonus in the first month, and I am more and more confident in myself.

It’s time to start pure sales. The previous representative’s monthly sales were only more than 200. My sales during the distribution stage were only more than 700, but the target is 1200. How can we achieve the target?

Because we Our products are No. 1 in this field locally, but the best-selling products usually don’t make much profit. In addition, we don’t have any promotional activities, so the first recommendation rate cannot be achieved. We can only improve it in other aspects. Looking for a breakthrough, I came up with the following ideas: 1. Our products have two specifications. We make large specifications, and small specifications are products that consumers actively buy. So I asked the store clerk to first Give large packaging to consumers to increase the purchase rate; 2. Our products are Western medicines, cheap and can be used in conjunction with other Chinese patent medicines. So I work as a promoter for other Chinese patent medicines, giving out small gifts and so on. , let them use our products in conjunction with medicine when introducing their own varieties.

Achievements: The sales of the flagship product are rapid.

rose, reaching more than 150% of the target task, and the sales volume of this product ranked second in the company. The sales volume of other products also increased to varying degrees.

May: Failure, a new starting point

Stimulated by last month's sales growth, just when I was confidently planning to hit new heights, I suddenly found that the goods in my target stores were full. It turned out that although I didn't understand it at the time What does it mean to suppress goods, but I unconsciously used the skill of suppressing goods at the end of the month, but failed to sell well, and now there are so many goods at the terminal. I have no choice but to continue to work as a store clerk honestly. Education and display. But at the same time, I also made a personal summary of my purchase last month: Purchasing goods will help the short-term sales sprint, but it will affect subsequent sales.

Achievements : Due to the impact of last month’s inventory, the sales volume this month was only about 800, which was only 60% of the target. However, the average sales volume in the two months has still increased, so I also know the skills to increase sales through proper use of goods.

June: Do it, not discuss it

Since the sales statistics for June have not yet been released, the manager formulated the task indicators for the third quarter based on the sales volume in April and May. Coupled with work segmentation, I began to focus on output, and the target pharmacies were reduced from the original 100 to 60. My indicators inevitably increased significantly, reaching 166.6%-200% of the previous one. However, accumulation In addition to my previous experience and the fact that the inventory of the terminal has basically been sold out, I am confident that I can complete it.

Just when others were complaining that the target was too high and could not be completed, I based my 60 The pharmacies of each size were given tasks that they could definitely complete, and then based on the completion status at the end of the month, the quantities of the pharmacies that had not completed the tasks were transferred to the pharmacies that had overfulfilled the tasks, and finally the goods were appropriately pressed. Just like that, the target was completed.

Results: One of the three people in the company who could complete the task. When others were discussing whether the target was too high, I chose to do it, so I made a difference. Based on other people’s achievements.

July: Three elements of OTC, one is indispensable

After completing last month’s task, my terminal inevitably has some inventory. Fortunately, Since June, I have begun to notice the equal importance of the three elements of OTC (customer sentiment, display, and clerk education). I have tried my best to work hard in each aspect, and my inventory has been sold out in a short period of time. Then, I still press the previous one. Using the monthly method, I decomposed the indicators into each pharmacy, so I once again completed the task. But the two colleagues who were also able to complete the task last month, due to unplanned stocking up, won the same prize as me in June. Similar results.

Achievements: Became the company’s monthly sales champion for the first time, and was the person who completed the task for two consecutive months in the company. Moreover, I also achieved a sales record for a new product of the company that has been unsold. New high.

August: Adapt to all changes and make yourself stronger

While knowing the good news that I became the sales champion last month, there was also bad news. , my supervisor resigned due to family reasons. I learned a lot from my supervisor, and he has been encouraging me. If he resigned, will it affect my performance?

Later After thinking about it, he has already taught me everything he can teach me, and it is up to me to understand the rest. Moreover, only without his light can my light be revealed. So starting from this month , it’s time for me to show off.

Achievements: The main product basically maintained the first place, but the sales of other products generally declined due to reasons such as untimely payment of fees.

September: Noe_cuse , execution is the key

The task indicators for the new quarter have come down again, and this time they are obviously unreasonable. Based on the sales volume of the previous quarter, if you do well, do more, and if you do poorly, do more Less, but the bonus is linked to the completion rate. My indicator rose again. But the manager also said that since the main product is still far from the annual task, there can be promotions now, but everyone's task must be 100 % completed, even if the goods are pressed, it must be completed. I have no choice but to do it. Since the manager has said what he said, there is no excuse, he can only execute it. Anyway, I already have experience in buying goods, so I still have a way to do this.

Results: Successfully completed this month’s task, and also gradually determined the position of annual sales champion.

October: Think more and further than others

Since last month’s flagship products were extremely crowded, this month we shifted our focus to terminal construction and other Sales of products.

Due to the good sales volume in the area I am responsible for, the company is willing to allocate a sum of money to me for store displays. So, I jumped at the opportunity. To make the company satisfied with me, I used the GROW thinking mode during this period:

G (Purpose): The company requires end-shelf display of two designated products to increase brand awareness for the company.

R (what is there now): The main products are displayed very well because I have been doing a good job. Other products are OTC products but do not have OTC signs, and health products have not been promoted by promoters. For other reasons, the display has not been very good.

O (What are the options):

1. According to the company's requirements, you can buy an end shelf to specifically display the two specified products. But it didn’t help my sales, and since one end rack has four layers, it would be too wasteful to only make two products.

2. Use this expense to make products that were not well displayed at the same time. However, due to OTC and health products, internal medicines and external medicines, they cannot be displayed on the same end shelf, but they can be separated. For display, each product occupies one floor of the end shelf. The effect on establishing the brand is not as great as centralized display, but it is helpful for the sales growth of each product.

W (What to do): After thinking about it, I think the second option can be effective, and try to get more benefits.

In the end, in addition to following the second option, I made 5 products in one go and secured a spot for each product. I also secured a stack display for our flagship product.

Achievements: The sales volume of the main product has declined, but it has met the minimum completion standards required by the company. Other products generally experienced small growth. Although Display and Duitou were different from the company's original intention, they received unanimous praise from the leaders.

November: Nothing is impossible in sales

I received a new task: Since the sales volume of one of our new products in a certain chain has been unsatisfactory, Faced with the embarrassment of exiting. This chain is located in Guangzhou and focuses on affordable stores. Because my stores are doing well, the manager asked me to build a model store to avoid leaving the store. I only have one store here. In the past, because their delivery has been unstable and they were always out of stock for no reason, I never made it a priority. This chain is famous for being uncooperative. The reason why colleagues in Guangzhou do not do well is simply because the expenses are allocated unreasonably. Either all the expenses are given to procurement and the goods are stuck in the stores and cannot be purchased, or all the expenses are given to the clerks but because of It's always out of stock, which affects sales.

Since I received the task, I had no excuses. I arranged the expenses reasonably and divided them between the purchaser and the store clerk in a ratio of 2:3, which not only ensured that my medicines would not be in stock. This gave the store clerk the motivation to recommend it to me. Then I applied for additional promotions (since the manager asked me to be a model store to avoid leaving the store, I naturally had to agree). In this way, with a three-pronged approach, I solved this difficult store.

Results: The sales volume of this product in this store increased by 100%, and the sales volume of other products also increased. The overall results have not been finalized yet.

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