Model work plan for pharmaceutical sales 202 1

Medical sales model paper personal work plan 202 1

I. Management by objectives

1. According to the historical data and the current situation of the hospital, discuss the sales growth opportunities of target customers with the supervisor.

(1) Hospital product coverage and new customer development.

(2) Selection and development of target departments.

(3) Selection and training of prescribers.

(4) Develop new drug use points.

(5) The effect of academic promotion activities.

(6) competitors.

(7) policies and activities.

2, according to the different levels of hospitals within the jurisdiction of the establishment of growth forecast.

Step 3 discuss with the supervisor

(1) Understand the company's sales and marketing strategies and local sales strategies.

(2) Determine the indicators.

4. Decompose the target quantity to each hospital until each target department and main target doctor.

5. Make action plans and corresponding work plans, and check them regularly.

Second, the itinerary management

1. Make a monthly/weekly visit schedule.

(1) Based on the frequency of hospital visits.

(2) Allocate the monthly/weekly visit time according to the focus of this month's work and the visit needs of key customers.

(3) Incorporate large-scale academic conferences and academic associations into the plan.

2. Implement as planned.

Third, daily visits.

1. Visit plan: set the visit frequency according to different levels of customers, and make monthly work priorities and monthly and weekly visit plans according to the work plan.

2. Preparation before the visit

(1) Review the previous visits, and make a preliminary analysis of the target customers' personality characteristics, communication methods, current prescription status and cooperation relationship with the company.

(2) Establish a clear, achievable and measurable purpose of the visit.

(3) Prepare visiting materials and daily visiting tools (business cards, notebooks, etc.). ) according to the purpose.

(4) Make an appointment before visiting important customers.

3. Visit the target hospital and the target doctor

(1) Visit the target departments and doctors as planned to learn about the application of our products, state the features and benefits of the products to the doctors, and persuade them to prescribe the products.

(2) Skillful use of product knowledge and related medical background knowledge, skilled use of sales skills.

(3) Understand the doctor's doubts about the product and correct them in time.

(4) Understand the competitive product information.

(5) Visit relevant personnel of pharmacy department (pharmacy department, outpatient ward, ward pharmacy) and hospital management department (dean, medical education department, social security department) as planned.

First, understand the product inventory and procurement.

B, understand the trend of hospital policy management.

C, understand the competitive product information.

D. Maintain good customer relations with all the above personnel.

4, visit analysis and summary

(1) sort out and fill in the visit record.

(2) Analysis of visiting objectives and sales performance.

(3) Make improvement plan (SMART) and basis.

Fourth, customer management.

1, target hospital

(1) Establish a good cooperative relationship with the heads of pharmacy department, purchasing department, warehouse management department and pharmacy in the target hospital to ensure the smooth flow of the company's products in the hospital.

(2) Establish good relations with relevant academic leaders in the target hospital, get academic support, understand the academic expertise of customers, and train academic speakers with the company.

(3) Establish a good relationship with the directors of target departments to ensure their support for business activities.

(4) Ensure the normal use of social security products within the scope of hospital social security.

2. Target doctor

(1) Make monthly sales analysis and plan for target hospitals, departments and doctors.

(2) according to the plan to carry out incremental activities of departments and doctors.

(3) Expand hospitals, departments and objects as planned.

Verb (abbreviation for verb) marketing and promotion activities

1, timely and carefully understand the company's marketing strategy, such as the quarterly report of marketing activities.

2. Hold an internal meeting.

(1) Make the coverage plan within the department according to the department and products.

(2) Hold internal meetings as planned, skillfully use presentation skills and academic knowledge to achieve the purpose of product promotion.

(3) Review the implementation effect of the department every month.

3. Implementation of large-scale academic conferences

(1) Make academic activity coverage plan according to departments and products.

(2) Invite customers according to the coverage plan.

(3) Preparation, planning and division of labor before the meeting.

(4) Responsible for organizing corresponding meetings according to the division of labor.

(5) Ensure that the attendance rate of invited customers is above 90%.

(6) After the meeting, summarize and evaluate the meeting effect, and put forward improvement suggestions and schemes.

(7) According to the theme of the large-scale meeting, warm up with the target doctor before the meeting and meet with relevant departments after the meeting.

Six, update professional knowledge, practice small academic conference speech skills.

1. Be familiar with the company's product knowledge, related disease knowledge and clinical background knowledge, and conduct professional academic exchanges with target customers.

2. Practice speaking skills and organize small academic conferences independently.

3. Study hard and master the themes and lecture materials of large-scale academic conferences and conferences every quarter.

4. Seriously study and understand the questions and answers; Provided by the company; A data, communicate with the target doctor in time.

5. Feedback the questions of the target doctor to the company in time, and follow up the reply.

Seven, file management

1, master the basic information of the hospital, establish hospital files and update them regularly (monthly).

2. Establish the target doctor file system.

3, timely (monthly) grasp and feedback the target hospital product sales and inventory.

4. Establish a departmental sales tracking system.

5. Establish plans and statistical files covering target doctors through scientific committees and academic promotion activities.

6, timely feedback the basic sales of competitors (such as promotion methods, clinical publicity methods, sales, etc.). ).

Eight. Sales meeting

1, weekly meeting: submit weekly work plan and summary, visit itinerary, etc. , timely feedback market information, and actively participate in discussions.

2. Monthly meeting and quarterly meeting: business review and work plan with data support and analysis.

(1) sales data review.

(2) Review of business activities.

(3) Competitive product information.

(4) Stage sales plan.

The second medical sales model paper personal work plan 202 1

First, build a team.

Medical professional sales need high-quality and enterprising medical representatives. In the past, salespeople only had the functions of delivering goods and signing contracts. The representative of modern medicine is the carrier between enterprises and doctors, the ambassador of the company's product image, the professional guidance of product use and the successful cell in enterprise organization.

Establish a sales team of 5- 10 people through recruitment, and conduct systematic and professional comprehensive training on drug knowledge and communication skills (3-5 days). In order to quickly understand the company and drugs, quickly enter the market. After that, training will be conducted every week, and assessment will be conducted at the end of the month, and a detailed and scientific training assessment plan will be formulated.

Second, explore the market.

Focus on the development of secondary and tertiary hospitals (county and municipal hospitals), while popularizing primary hospitals (township hospitals, community service stations, large outpatient departments), focusing on selling "regional agents" to ensure that customers enjoy sales rights and regional protection policies. Conducive to the establishment and maintenance of good customer relations.

1, sales target: strive for 1-3 months to complete the sales target of clinical drugs in medical institutions in the county, and initially establish the sales target of clinical drugs in medical institutions in the city in 3-6 months. Gradually cover the whole province and its surrounding areas. Use a variety of marketing methods to establish good friends with deans, pharmacy directors and clinicians. Achieve win-win and mutual benefit, effectively convince key customers and visit them regularly, help customers who apply our products, solve problems, remove obstacles, and collect comprehensive market information and competitor products and market information in time.

2. Preliminary suggestions on drug entrustment plan:

Dean: 5%

Pharmacy director: 2%

Clinician: 20-30%

The above commission is calculated as a percentage of the drug supply price. (Further details will depend on the specific drug price)

3. Specific methods for products to enter the hospital:

(1) Bring products into China by administrative means. You can go to the superior department of the hospital, such as the Health Bureau or the public relations department of the government, and let them come forward to let the products enter the hospital.

(2) Hold a new product hospital promotion meeting. After the time and place are determined, the deans, directors of pharmacy departments, chiefs of procurement and finance, directors, deputy directors and related experts of large, medium and small hospitals in the region are invited, and famous experts and professors and directors of corresponding clinical departments are invited to speak at the meeting, show their authority, exchange products and distribute gifts or souvenirs, so as to achieve the purpose of products entering the hospital.

(3) Recommended by the director of the clinical department of the hospital. When doing hospital development work, if you feel that every link is difficult, you can first find the director of clinical department, and through public relations contact, he will actively recommend the products of the company to other departments. Under normal circumstances, the director of the clinical department will name the drugs to be used, and the pharmacy department and other departments will agree. In addition, the development of the hospital itself should start from the clinical department, and they should write the application form before they can do the work of other departments.

(4) Making products enter the hospital through indirect interpersonal relationship. After a detailed investigation of all aspects of the hospital, if it is difficult to carry out the work, we can learn about the family situation and interpersonal network of the main personnel in all aspects from the side. Understand the detailed personal data of the relevant personnel in the hospital and his closest people (friends, children, relatives), and then selectively contact and visit indirectly, and indirectly import the products into the hospital through them.

(5) Trial sale. First put the products in hospitals, health centers and outpatient departments for trial sale, gradually penetrate and finally enter.

In a word, it takes certain procedures and methods for products to enter the hospital and become clinical drugs, and salespeople need to make full use of the advantages of good weather, geographical location and people.

Third, the market promotion and maintenance

The promotion and maintenance direction of hospital market is: to establish and contact feelings, supplemented by introducing companies and products. If there are many corresponding departments involved, we should focus on key departments and doctors according to our own manpower, material resources and financial resources. Specific plan:

(1) one-on-one promotion

It is achieved through face-to-face private communication between medical sales staff and the director and doctor of a certain department. Drug sales staff should prepare work permit, product manual, product sample, product clinical report, product manual, product promotion gifts and other materials in advance, so that communication will be more convenient.

(2) One-to-many promotion

Mainly refers to the form of drug sales staff talking to three or five doctors in the same office. On this occasion, we must be calm, calm, strategize and take the initiative to talk. During the whole communication process, the drug salesmen appeared as students, seeking advice.

(3) Personnel Promotion Department

When drugs first enter the hospital, organize medical staff from relevant departments of outpatient department and inpatient department to have a discussion in a hotel or hotel, and establish a promotion network on the grounds of promoting new products. You can give a certain organization fee, so that the director of the department can inform the doctors in the outpatient department and the doctors in the inpatient department to be in place and hold a forum at a certain time and place. Prepare a set of product information for everyone (a box of product samples, a manual, a product brochure, a clinical report and a copy of promotional gifts), and pay attention to maintaining a warm and mild atmosphere during the meeting. The content of the symposium can be divided into three aspects: company profile (mainly introducing the development prospect of the company), product knowledge and clinical report (focusing on the mechanism of product action, usage and dosage). After the meeting, we will have dinner and give small gifts. Participants are required to leave their names, addresses and telephone numbers for future communication.

The third medical sales model paper personal work plan 202 1

20xx years have faded away. Summarizing this year's drug sales can better prepare for next year's work.

First, strengthen study and constantly improve ideological and professional quality.

There is no end to learning, and there is no end to learning. Only by constantly charging can we maintain business development. Therefore, I have been actively studying. Over the past year, the company has organized computer training, medical knowledge theory and various learning lectures, and I have participated in them seriously. By learning knowledge, I can establish an advanced working concept and make clear the direction of my future work. With the development of society and the update of knowledge, I am also urged to keep learning. Through these learning activities, I have continuously enriched myself, enriched my knowledge and insight, and prepared for better work practice.

Two, realistic and innovative, conscientiously carry out the work of drug investment.

Investment promotion is the primary task of the Investment Promotion Department. Although the investment promotion work in 20xx has not developed by leaps and bounds, we have also made small innovations in reality. Our company's agents are scattered, and most of them are customers who do terminal sales. It is also very troublesome to manage and the price will be chaotic, which will affect the sales of business managers. Therefore, we will transfer some retail investors to local business managers for management, which will correspondingly reduce a lot of waste and shortage; Select some products for business managers to attract investment locally. Business managers know the situation of agents very well, so they can not only recruit satisfactory agents, but also expand investment promotion and improve the overall sales of the company.

Third, work hard and complete the work assigned by the company.

Although this year's investment promotion work has not experienced great ups and downs, it is also very complicated, including the mailing of customer information, the telephone call back before and after the customer's sales, the inspection of agents, and the daily chores of customers, such as inspection, fax information, marketing coordination, etc., all need to be carefully completed by the staff. For every task assigned by the company, I use my enthusiasm to complete it, and I can basically be "diligent, high-quality and efficient".

Fourth, strengthen reflection and sum up the gains and losses of work in time.

Reflecting on this year's work, while enjoying the achievements, I am also thinking about the shortcomings in my work. Disadvantages are as follows:

1, the research on drug investment promotion is not deep enough, and the thinking on investment promotion practice is not enough, so it is impossible to record some ideas and problems of drug investment promotion in time for reflection.

2. In terms of drug investment promotion, I intensified my study on drug investment promotion this year, and carefully studied some theoretical books on drug investment promotion, but the application in work practice was not in place, and the research was not detailed and practical enough to achieve my goal.

3. I don't have my own ideas on investment promotion. In the future, I will try my best to find out some ways to attract investment in drugs, and do my bit to create a new world of drug investment in our company.

4. Old work concept, no advanced work concept, low work enthusiasm, no 100% investment, no tension and relaxation. The "concept change" is not in place, and the work is rigidly adhered to the habit. Bad work habits and styles on weekdays are hard to get rid of. 2 1 century today, as a new supplementary force of the company, "changing ideas" is also our top priority.