醫(yī)院代表工作概述

－－Jobbriefing2022/10/11醫(yī)院代表工作概述

－－Jobbriefing202022/10/112022/10/102022/10/112022/10/10銷售是什么？銷售的最高境界是客戶觀念的改變觀念改變，行動(dòng)改變行動(dòng)改變，銷售改變2022/10/11銷售是什么？銷售的最高境界是客戶觀念的改變2022/10/1銷售是什么？銷售是勤奮市場(chǎng)是誠(chéng)實(shí)的銷售是雙向溝通滿足客戶需求利用市場(chǎng)策略不斷增加目前產(chǎn)品用量2022/10/11銷售是什么？銷售是勤奮2022/10/10Howapharmacompanycangrow

theirsalesinChina?

ItemPharmamarketinChinaAssessment1IncreasepricesIncreaseRetail-price/Reducediscount

提高價(jià)格提高零售價(jià)格/降低折扣

2Launchnewproducts/indicationsOurpipeline/licensing新產(chǎn)品上市/新適應(yīng)癥我們的新產(chǎn)品儲(chǔ)備/代理新產(chǎn)品

3BuyanewcompanyAlotofopportunities收購(gòu)一個(gè)新公司許多潛在機(jī)會(huì)

4LaunchnewproductsearlierInprocesswithmedical新產(chǎn)品早日上市與醫(yī)學(xué)注冊(cè)同步

5SellmoreunitsThestrategyforallcompaniesinthepast增加單位藥品的銷售量所有其它公司慣用的策略

2022/10/11HowapharmacompanycangrowSellmoreunits…….5.1Increasetheconsumptionperexistingcustomer

增加每個(gè)現(xiàn)有患者的藥品消費(fèi)量5.2Increasethenumberoftarget-customers增加目標(biāo)消費(fèi)者Inalreadycoveredcities

在已經(jīng)覆蓋到的城市5.2.1Conquernewcities/counties攻克新的城市/鄉(xiāng)村5.2.22022/10/11Sellmoreunits…….5.1IncObjectives目的TohelpHRachievethehigheststandardofprofessionalism.使代表的工作表現(xiàn)攀至頂峰。TohelpHRachievethehighestlevelofproductivity.使代表的生產(chǎn)率最佳2022/10/11Objectives目的TohelpHRachievObjectives目的ToprepareHRforhigherresponsibility.

為代表的職業(yè)生涯做出更好規(guī)劃。2022/10/11Objectives目的ToprepareHRfoMotto座右銘

Procrastination

拖拉耽擱

PessimismPoliticking悲觀情緒爭(zhēng)權(quán)奪利2022/10/11Motto座右銘ProcrastiOutline大綱1.Responsibility工作職責(zé)2.我該如何工作？(11方面)拜訪種類及最有效的拜訪方式－－－－3.怎樣做個(gè)成功的代表？成功要素－－－4.指導(dǎo)方針銷售思路5.報(bào)表2022/10/11Outline大綱1.Responsibility工作職Whatisyourjob?你的工作是？Gettingcustomerstouseoroptimizecustomers’usageofcompany’sproductsthrougheffectivepromotionandskillfulinteraction.

通過卓有成效的促銷活動(dòng)與銷售技巧，讓客戶盡量多用公司產(chǎn)品。2022/10/11Whatisyourjob?你的工作是？GettinResponsibilities?職責(zé)是？

TopromoteXJPrangeofprofessionalproductsinyourassignedterritory.

在分配區(qū)域內(nèi)推廣公司的專業(yè)產(chǎn)品。Tooptimizethesalesoftheseproductstothecustomersbyensuringachievementofa.totalRmbtarget.b.targetbyproductline.

向客戶推廣產(chǎn)品，以達(dá)成目標(biāo)。1)總金額2）各產(chǎn)品的指標(biāo)2022/10/11Responsibilities?職責(zé)是？

TopromoResponsibilities?職責(zé)是？Tobecompetentintheperformanceofyourjobbyensuringproficiencyinproductknowledgeandsellingskills.

產(chǎn)品知識(shí)和銷售技巧熟練，工作表現(xiàn)出色。2022/10/11Responsibilities?職責(zé)是？TobeResponsibilities?職責(zé)是？Toensureproperandupdatedrecordingoftransactionswithcustomersintherelevantformatprovided.

使用統(tǒng)一表格準(zhǔn)確記錄客戶資料，及時(shí)更新。

Toensurepunctualsubmissionofreports.

準(zhǔn)時(shí)上交報(bào)表。2022/10/11Responsibilities?職責(zé)是？ToensuResponsibilities？職責(zé)是？Tomaintainahighstandardofprofessionalisminyourdailyjobroutine.

維持每日拜訪的高度專業(yè)性。Tobeateamplayerandcontributetocompany’seffortinbuildingacohesiveandprogressiveteam.

良好的團(tuán)隊(duì)精神，為加強(qiáng)團(tuán)隊(duì)的凝聚力和向上精神做出貢獻(xiàn)。2022/10/11Responsibilities？職責(zé)是？TomaintJ&J-SSQQStandard強(qiáng)生SSQQ標(biāo)準(zhǔn)Speed速度－Senseofurgency緊迫感－Minimizelostopportunities

將失敗可能減至最低Scale程度－Thinkbig大計(jì)劃－Highexpectations高要求2022/10/11J&J-SSQQStandard強(qiáng)生SSQQ標(biāo)準(zhǔn)SpeedJ&J-SSQQStandard強(qiáng)生SSQQ標(biāo)準(zhǔn)Quantity數(shù)量－Dobig盡量多做工作－Maximizeoutputbyoptimizingsellingtimee.g.workhard,makemorecalls.

增加銷售時(shí)間，使產(chǎn)出達(dá)到最高，如努力工作，盡量多拜訪醫(yī)生。Quality質(zhì)量-Efficiency/productivity效率/生產(chǎn)率-Hductcall.我們做的每一件事情都是高質(zhì)量的，如產(chǎn)品拜訪。2022/10/11J&J-SSQQStandard強(qiáng)生SSQQ標(biāo)準(zhǔn)QuanHowDoIApproachMyJob?我該如何對(duì)待工作？1.Beaprofessionalsalesrepresentative.

做個(gè)專業(yè)銷售代表

Information信息

Information信息

Messenger傳遞員versusHR代表

Receiver接受人Productivityusageof

information??有效利用信息

Noaction/result

無行動(dòng)、結(jié)果Receiver接受人

Action/result行動(dòng)、結(jié)果2022/10/11HowDoIApproachMyJob?我該如何對(duì)HowDoIApproachMyJob?我該如何對(duì)待工作？2.Doafullday’sjobnotafoolday’sjob.竭盡全力地工作

Full竭盡全力

versusFool“傻瓜”

MaximizesellingtimePlaythefool/truant

全力工作工作散漫

PlanyourworkWorkaimlessly

有計(jì)劃地工作工作無目標(biāo)

RightcustomerRandomcalling

恰當(dāng)?shù)目蛻舨欢〞r(shí)拜訪2022/10/11HowDoIApproachMyJob?我該如何

2.Doafullday’sjobnotafoolday’sjob.竭盡全力地工作。

Full竭盡全力versus

對(duì)Fool“傻瓜”

RightfrequencyBaseonrapport

合適的拜訪頻率和諧的關(guān)系

RightmessageEverythingexcept準(zhǔn)確的信息product不提產(chǎn)品HowDoIApproachMyJob?我該如何對(duì)待工作?2022/10/112.DoExperience/skill經(jīng)驗(yàn)和技能Years~Repetition~Variation

年限～重復(fù)～變異1yeara.12x250=3,000callsc.1call20times1年a.12x250＝3,000拜訪c.1call20次

or或

b.20x250=5,000callsd.20calls20timesb.20x250=5,000拜訪d.20calls20次

Repetition~themotherofskill“熟能生巧”

2022/10/11Experience/skill經(jīng)驗(yàn)和技能Years~HowdoIstartmyjob?我該如何開始工作？1.Gettherightknowledgeandskills.掌握準(zhǔn)確的知識(shí)和技巧。Productknowledge,sellingskills.

產(chǎn)品知識(shí)，銷售技巧。Trainingandfollowupwithselflearning.

培訓(xùn)及跟進(jìn)工作后還需自己不斷努力。2022/10/11HowdoIstartmyjob?我該如何開始工作HowdoIstartmyjob?我該如何開始工作？2.Gettoknowyourterritory.

熟悉你的區(qū)域Salesbyproduct,hospital.

分產(chǎn)品，醫(yī)院的銷售額Customerandterritory.

客戶與區(qū)域Basicanalysisandfieldwork.

基本的分析與實(shí)地工作2022/10/11HowdoIstartmyjob?我該如何開始工作HowdoIstartmyjob?我該如何開始工作？3.Adopttherightattitude.正確的態(tài)度＄＄＝k+s(A).財(cái)富＝努力＋聰敏（可信賴）20%how,80%why.20%怎么做，80％為什么Workhardandsmart.努力工作和聰敏Responsibleandaccountable.責(zé)任感與可信度Willingtolearn.勤于學(xué)習(xí)Willingtochange應(yīng)變力強(qiáng)2022/10/11HowdoIstartmyjob?我該如何開始工作5Typesofcustomercall?拜訪種類1.Socialcall.社交拜訪Socialinteractiontocreatebetterrapportwithcustomer.

通過社交活動(dòng)與客戶建立良好關(guān)系。2.Informativecall。信息拜訪Deliveringinformationtocustomer.

提供信息給客戶或?yàn)槭占畔⒍菰L。2022/10/115Typesofcustomercall?拜訪種類15typesofcustomercall?拜訪種類3.Interrogativecall.提問式拜訪Continuousquestioningeithertocollectinformationortogetcustomertodothetalking.通過不斷提問以搜集信息或與客戶進(jìn)行交流。2022/10/115typesofcustomercall?拜訪種Mosteffectivecustomercall

最有效的拜訪方式4.Productcall.產(chǎn)品拜訪Connectingproductknowledgewithsellingskillstoconvincecustomertouseorexpandusageofourproducts.

使用產(chǎn)品知識(shí)與銷售技巧，以說服客戶使用或增加公司產(chǎn)品的用量。MusthaveObjectiveOpeningProbing,Features&Benefits&Closing.必須包括目的性開場(chǎng)白，探詢，特性利益和成交。2022/10/11Mosteffectivecustomercall

最Mosteffectivecustomercall

最有效的拜訪方式5.CompetitiveCall競(jìng)爭(zhēng)拜訪

Highlyobjectivecall目的性極強(qiáng)的拜訪Positioningyourproductasfirstchoiceoftreatment將公司產(chǎn)品定為首選Preventingcompetitorfrompenetratingyourmarket.

阻擊競(jìng)爭(zhēng)產(chǎn)品滲透你的市場(chǎng)2022/10/11Mosteffectivecustomercall

Whichisbest?哪種最好?Combinationcall=70%Productcall/CompetitiveCall+30%Socialcall.

混合拜訪=70%產(chǎn)品或競(jìng)爭(zhēng)拜訪及30%社交拜訪2022/10/11Whichisbest?哪種最好?CombinaBenefitsofproductcall?產(chǎn)品拜訪的優(yōu)勢(shì)?1.Increaseefficiency=lesswastagetime,morecalls.

提高效率=減少浪費(fèi)時(shí)間,更多拜訪.2.Highereffectiveness=moresales.

效率更高=銷售增加2022/10/11Benefitsofproductcall?產(chǎn)品拜訪的LearningSteps學(xué)習(xí)步驟Imitate模仿Improve改進(jìn)Innovate創(chuàng)新Create發(fā)明2022/10/11LearningSteps學(xué)習(xí)步驟Imitat

HowdoImanagemyjob?

我該如何工作?1.Striveforsalesachievement.

為達(dá)成銷售目標(biāo)而努力Monthlysalestargetandproducttarget.

每月的銷售指標(biāo)和產(chǎn)品銷售指標(biāo)Byhospital,byterritory.

分醫(yī)院,分區(qū)域2022/10/11HowdoImanagemyjob?

HowdoImanagemyjob?

我如何工作?2.Ensureachievementofcallrate.

確保完成要求的拜訪量Atleastminimumrequirement(12?).

最低要求(12?).Donothesitatetodomoreifpossible.

如有可能,盡量多拜訪醫(yī)生2022/10/11HowdoImanagemyjob?

我如何

HowdoImanagemyjob?

我該怎樣工作?3.Numberofslidepresentation.

幻燈演講次數(shù)Ensureachievementoftargetednumberofslidepresentationpermonth.

保證達(dá)到每月幻燈演講要求次數(shù)4.VIPdevelopment.

發(fā)展學(xué)術(shù)帶頭人EnsureidentificationandfollowupdevelopmentofVIP.

確認(rèn)并跟進(jìn)學(xué)術(shù)帶頭人的發(fā)展工作2022/10/11HowdoImanagemyjob?

HowdoImanagemyjob?

我該怎樣工作?5.Coverageoftargetdoctors.

目標(biāo)醫(yī)生覆蓋Ensurecoverageofalltargeteddoctorsasplanned.

保證已覆蓋所有目標(biāo)醫(yī)生.Ensurerightfrequencyofcalling.

保證恰當(dāng)?shù)陌菰L頻率2022/10/11HowdoImanagemyjob?

我該怎HowdoImanagemyjob?

我該怎樣工作?6.Roundtablediscussion(Esp.TPM).

圓桌會(huì)

EnsureorganizingatleastIroundtablediscussionpermonth.

每月最少一次圓桌會(huì)7.PRcampaign(TPM).

攻關(guān)活動(dòng)

EnsureorganizationofPRcampaignatleastoncepermonth.

每月最少一次攻關(guān)活動(dòng)2022/10/11HowdoImanagemyjob?

HowdoImanagemyjob

我該怎樣工作?8.Prescribinganalysis(AAA/AA/A)-TPM.

處方分析(1級(jí)/2級(jí)/3級(jí)醫(yī)生)PlantoincreasenumberofAAA/AA.

計(jì)劃增加1級(jí)和2級(jí)醫(yī)生的數(shù)量9.Usageofpromotionalmaterials使用促銷料Ensureusageofbrochure,clinicalpapers,Bats.Theyaremybullets

保證使用單頁(yè)、臨床報(bào)告、品牌提示物。這些是我們的武器。2022/10/11HowdoImanagemyjob

我該怎樣工作HowdoImanagemyjob？

我該怎樣工作？10.Newbusinessdevelopment.

開發(fā)新業(yè)務(wù)Ensurecreationofnewbusinessevery

quarter.

保證每季度開發(fā)新業(yè)務(wù)11.Reportsubmission.上交報(bào)表Ensurepunctualsubmissionofreport.保證準(zhǔn)時(shí)上交報(bào)表2022/10/11HowdoImanagemyjob？

我該怎樣工作HowdoIincreasesales?

我怎樣增加銷售？Increasedrugusage提高銷售moreindication更多適應(yīng)癥morepatients更多病人Improvequalityofcall提高拜訪質(zhì)量productcall產(chǎn)品拜訪timemanagement/efficiency時(shí)間管理/效率Increasecustomer增加客戶morehospitals更多醫(yī)院moredoctors更多醫(yī)生2022/10/11HowdoIincreasesales?

我怎樣增加

HowtobesuccessfulHR?

怎樣做個(gè)成功的代表？1.RightCustomer.恰當(dāng)?shù)目蛻鬑ighpotential,VIP.高潛力，學(xué)術(shù)帶頭人2.RightFrequency.合適的頻率Minimuminvestment,maximumreturns.低投入，高產(chǎn)出3RightMessage.準(zhǔn)確的信息Impartcoresellingpointstocustomerandexpectresult.2022/10/11HowtobesuccessfulHR?

Keysuccessfactors?成功要素1.Mindset.心態(tài)Bebusinessminded.生意頭腦

Scientificoriented科學(xué)定位

to到

Scientificapproach科學(xué)方法

but加上

Businessoriented生意頭腦2022/10/11Keysuccessfactors?成功要素1.MindKeysuccessfactors?成功要素2.Forquantitativeresult.高成效

Factor(因素)Weight(比率)

Workhard&smart25%

辛勤工作、方式靈活Productknowledge20%

產(chǎn)品知識(shí)Sellingskills20%

銷售技巧2022/10/11Keysuccessfactors?成功要素2.ForKeysuccessfactors?成功要素

Factor(因素)Weight(比率)Competitorknowledge10%

競(jìng)爭(zhēng)產(chǎn)品知識(shí)Persistency堅(jiān)持不懈10％Goodservice服務(wù)良好10％Personality個(gè)性5％Total總分100％2022/10/11Keysuccessfactors?成功要素FacKeysuccessfactors?成功要素3.Forqualitativeevaluation.成效評(píng)估Reliable可信賴Enthusiastic有熱情Sensible觸覺靈敏Punctual準(zhǔn)時(shí)Opitimistic樂觀ResponsibleNoble思想高尚Systematic有條不紊Independent獨(dú)立工作能力Belonging歸屬感Learner勤奮好學(xué)Enterprising進(jìn)取心2022/10/11Keysuccessfactors?成功要素3.ForKeysuccessfactors?成功要素4.Humanrelationship人際關(guān)系

HaveahighEQ(EmotionalQuotient)orcultivateit

情商高或努力提高情商2022/10/11Keysuccessfactors?成功要素4.HumEQ-1.SelfAwareness自我了解Definition定義

Hallmarks特點(diǎn)Theabilitytorecognize－Selfconfidence自信andunderstandyourRealisticself-moods,emotions,andassessmentdrivesaswellastheir－符合實(shí)際的自我評(píng)估effectonothersSelfdeprecatingsense能發(fā)現(xiàn)并了解自己的心情、ofhumor情緒和意圖，并了解它們－幽默感－－可拿自己開對(duì)別人的影響玩笑2022/10/11EQ-1.SelfAwareness自我了解Defin

EQ-2.SelfRegulation自我調(diào)節(jié)Definition定義

Hallmarks特點(diǎn)Theabilitytocontrolor－Trustworthinessandredirectdisruptiveintegrity.可信及正直impulsesandmoods.ComfortandambiguityThepropensityto(abilitytointerpretinsuspendjudgementthanoneway)tothinkbeforeacting.－舒適和靈活（多種方式控制或更改混亂的意念表達(dá)的能力)和情緒，“三思而后行”O(jiān)pennessandchange的傾向－開放及樂于改變2022/10/11EQ-2.SelfRegulation自我調(diào)節(jié)DeEQ-3Motivation激勵(lì)Definition定義

Hallmarks特點(diǎn)ApassiontoworkforStrongdriveto

achieve.reasonsthatgobeyond－強(qiáng)烈地渴望成功的意愿moneyandstatus.Optimism,eveninthe－工作的熱情不僅因?yàn)榻疱Xfaceoffailure.和地位－失敗時(shí)仍保持樂觀Apropensity(normalOrganizationaltendency)topursuecommitment.goalswithenergyand－對(duì)組織的獻(xiàn)身persistence.－干勁十足并有毅力達(dá)成目標(biāo)的傾向2022/10/11EQ-3Motivation激勵(lì)DefinitioEQ-4Empathy同感Definition定義Hallmarks特點(diǎn)TheabilitytounderstandExpertiseinbuildingtheemotionalmakeupofandretainingtalent.otherpeople.－培養(yǎng)及挽留人材－了解他人情緒的能力Cross-culturalSkillintreatingpeoplesensitivity.accordingtotheir－了解各種文化emotionalreactions.Servicetoclientsand－根據(jù)人們的情緒反應(yīng)customers.給予不同對(duì)待－客戶服務(wù)

2022/10/11EQ-4Empathy同感DefinitionEQ-5.SocialSkills交際技巧Definition定義

Hallmarks特點(diǎn)Proficiencyinmanaging－Effectivenessonrelationshipsandleadingchange.buildingnetworks.有效樹立榜樣,接受改變－有效建立和管理關(guān)系網(wǎng)Persuasiveness.Anabilitytofind－說服力commongroundExpertiseinbuildingandbuildrapport.Andleadingteams.－確定背景,建立關(guān)系的－建立和領(lǐng)導(dǎo)團(tuán)隊(duì)的能能力力2022/10/11EQ-5.SocialSkills交際技巧DefinQuotableQuotes有價(jià)值的語(yǔ)錄Successisthemaximumutilizationoftheabilityyouhave最大限度地發(fā)揮你的才能就是成功

ZigZiglar2022/10/11QuotableQuotes有價(jià)值的語(yǔ)錄SuccessGuidelines?指導(dǎo)方針1.Preusagestage.使用前階段Target1or2productstopromote,startoffwithPrimaryproductsthenSecondary.設(shè)定1至2種促銷產(chǎn)品由首要產(chǎn)品開始推銷,然后是次要產(chǎn)品.Findoutwhichcompetitor’sproductisdoctorcurrentlyusing-fromPharmacist,nursesordoctorhimself.

詢問藥師、護(hù)士或醫(yī)生以了解目前醫(yī)生使用的藥品。2022/10/11Guidelines?指導(dǎo)方針1.PreusagGuidelines?指導(dǎo)方針1.Preusagestage.使用前階段Subtlytargetyourpromotionagainstproductsthatarecurrentlybeingusedbydoctor.巧妙針對(duì)醫(yī)生常用的產(chǎn)品,計(jì)劃促銷活動(dòng).Objective-togetdoctortoadoptyourproduct

目標(biāo)-醫(yī)生用你的產(chǎn)品2022/10/11Guidelines?指導(dǎo)方針1.PreusageGuidelines?指導(dǎo)方針2.Postusagestage.使用后階段2.1.Ensuremovementofproducts.

保證產(chǎn)品的使用

Isdoctorusingyourproductas1st,2ndorreservetreatment.

醫(yī)生把你的產(chǎn)品做為首選，二選還是后備？Targetdoctortouseas1stline.

你的目標(biāo)－讓醫(yī)生首選你的產(chǎn)品2022/10/11Guidelines?指導(dǎo)方針2.PostusagGuidelines?指導(dǎo)方針2.Postusagestage.使用后階段2.2.Useas1stline,how?首選產(chǎn)品，然后？Ensurerightcallfrequency.保證恰當(dāng)?shù)陌菰L頻率Buildrapport.建立和諧的關(guān)系Brieflyreminddoctorofkeypointsoneachcall.

每次拜訪，簡(jiǎn)單提示醫(yī)生有關(guān)要點(diǎn)Reinforce/reassuredoctorofhischoice.

向醫(yī)生強(qiáng)調(diào)首選概念2022/10/11Guidelines?指導(dǎo)方針2.PostusaGuidelines?指導(dǎo)方針2.Postusagestage.使用后階段2.2.Useas1stline,how?首選產(chǎn)品，然后？Expendindication.擴(kuò)大適應(yīng)癥Increaseusageoncurrentindication.

對(duì)當(dāng)前的適應(yīng)癥擴(kuò)大用法。Effectiveusageofpromotionalmaterials.

有效使用促銷材料Organizeactivitiesie.Slidepresentation,hospitalsymposiumetc.

組織促銷活動(dòng)，如幻燈演講、醫(yī)院研討會(huì)

2022/10/11Guidelines?指導(dǎo)方針2.PostusagGuidelines?指導(dǎo)方針2.Postusagestage.使用后階段2.3Ensuregoodfollowup/service.

保證良好的跟進(jìn)、服務(wù)Fulfillpromisesmade.言出必行Uncoverdoctor’sneedandsatisfyit.

發(fā)現(xiàn)醫(yī)生的需求，滿足醫(yī)生的需求Constantupdatingofinformation.隨時(shí)更新信息Closerapport.密切的關(guān)系2022/10/11Guidelines?指導(dǎo)方針2.PostusageGuidelines?指導(dǎo)方針3.Factorsinfluencingdoctor’susage.

影響醫(yī)生用你的產(chǎn)品的因素3.1.Adoption.接受Needfortheproduct.對(duì)產(chǎn)品的需求Efficacy.高效Convenience.方便Safety.安全Costeffective.經(jīng)濟(jì)2022/10/11Guidelines?指導(dǎo)方針3.FactorsGuidelines?指導(dǎo)方針ConvincedbyHR’sdetailing.

被代表的特性利益說服。GoodRapportwithHR/Company.

與代表、公司的良好關(guān)系。HR’spersistency.

代表堅(jiān)持不懈努力的結(jié)果。ConsistentfollowupbyHR.

代表持續(xù)的跟進(jìn)工作。2022/10/11Guidelines?指導(dǎo)方針ConvincedGuidelines?指導(dǎo)方針3.2Repeatusage.反復(fù)使用Satisfiedwithproduct.對(duì)產(chǎn)品滿意Constantreminderofkeypoint.

不斷得到有關(guān)要點(diǎn)的提示。Patient’srequest病人要求SatisfiedwithHR對(duì)代表滿意

2022/10/11Guidelines?指導(dǎo)方針3.2RepeatGuidelines?指導(dǎo)方針4.Factorsinfluencingmovementofthedrugs.影響產(chǎn)品使用的因素4.11stlineusage.首選產(chǎn)品Familiarwithproduct.熟悉產(chǎn)品Convincedthatproductisthebestforhispatients深信該產(chǎn)品是最好的產(chǎn)品ConstantlyremindedandvisitedbyHR.

代表持續(xù)地提醒與拜訪。2022/10/11Guidelines?指導(dǎo)方針4.FactorsGuidelines?指導(dǎo)方針Useonmultipleindication.多種適應(yīng)癥GoodrapportwithHR與代表關(guān)系好Perceivedascosteffective.價(jià)格便宜2022/10/11Guidelines?指導(dǎo)方針UseonmulGuidelines?指導(dǎo)方針4.22ndlineusage.二線產(chǎn)品Feelsthatproductisnotasgoodashis1ndchoice與首選產(chǎn)品相比，仍有不足Notcosteffectivetouseas1stline.

與首選產(chǎn)品相比，花費(fèi)太高。Notenoughreminderorexposuretothedrug.

產(chǎn)品提示、宣傳不足。Useonlimitedindication.適應(yīng)癥不多。PoorrapportwithHR/Company.

與公司或代表關(guān)系不佳。2022/10/11Guidelines?指導(dǎo)方針4.22ndlGuidelines?指導(dǎo)方針4.3Reserveusage.后備產(chǎn)品Feelsthatdrugistoocostly.產(chǎn)品太貴Feelsthatdrugistoopotent.藥性太強(qiáng)Patientsinsist.病人堅(jiān)持。DrugisgoodbutHR/HR’companyisnot

產(chǎn)品是好產(chǎn)品，但是代表、公司不行2022/10/11Guidelines?指導(dǎo)方針4.3ReservHR－Reportsandrecords代表的報(bào)表和記錄Daily.日?qǐng)?bào)表Item項(xiàng)目Action行動(dòng)Purpose目的1。Dailycallreport.SubmiteachRecordno.ofcustomer<日拜訪報(bào)告>dayandproductcalland

每天上交activitiesforthemonth.

記錄當(dāng)月拜訪客戶、產(chǎn)品拜訪及促銷活動(dòng)的數(shù)量2。CustomerRecordforMonitoringofactualcallitineraryplan.Periodicreviewfrequencyandactualdrs<客戶拜訪計(jì)劃