How to operate the hospital market the terminal (top).docVIP

 PAGE \* MERGEFORMAT 18 How to operate the hospital market the terminal (top) Drugs as a special commodity, different from ordinary consumer goods, it has under the guidance of a doctor characteristics of the consumption process, its sales generation, is being affected by the direct impact of hospital doctors. Throughout the pharmaceutical market, 75% of sales generated at the hospital. Hospitals to become public pharmaceutical companies contend, the resulting intense competition, but also to pharmaceutical companies in the operation of the hospital market has become more difficult. Pharmaceutical company’s sales personnel generally felt: The hardest part is to do drugs into the hospital, the most important is the clinical promotion, fear most is post-sale collection. I talk about some of this experience. 1, how to make our products to successfully enter the hospital Product To be able to smoothly into hospitals, into the clinical use of drugs, will require pharmaceutical companies into the sales staff on hospital medicine in the form of the drug into the program, as well as the approach they should be a clear understanding. (A) products into the hospital in the form of 1, the product agent form of access to hospitals. Commissioned by a pharmaceutical manufacturer pharmaceutical distribution unit, which as a product of the agent, leaving the corresponding products into the hospital. Which can be divided into a comprehensive form of proxy forms and semi-proxy. ① full proxy form refers to pharmaceutical agent, the finished product to the hospital entry, promotion, and the whole process of collection. This approach is often appropriate the reserve price of production enterprises will be open to the agent, and signed a good contract, with enough profit margin to stimulate the enthusiasm of its distribution. ② Semi-proxy form, means the pharmaceutical agent, only the finished product to the hospital to access and collection work, the product promotions in t