如何运作医院市场终端 (上)（How to operate the hospital market terminal (top)）.docVIP

如何运作医院市场终端 (上)（How to operate the hospital market terminal (top)） As a special commodity, medicine is different from the general consumer goods. It has the characteristics of completing the consumption process under the guidance of doctors, and its sales volume is directly affected by doctors in the hospital. In the entire drug market, more than 75% of the sales were made in hospitals. The hospital has become a battleground for many pharmaceutical enterprises, and the fierce competition caused by it has brought great difficulties to the pharmaceutical enterprises in the operation of the hospital market. The sales staff of the pharmaceutical enterprises generally feel that the most difficult thing to do is to enter the hospital, the most important thing is the clinical promotion, and the most afraid is the collection after sale. I would like to talk about some experience. First, how to make products successfully enter the hospital? In order to successfully enter the hospital and enter the clinical medication, the product requires the pharmaceutical sales staff of the enterprise to have a clear understanding of the form of the medicine in the hospital, the procedure of drug taking and the methods that should be taken by the enterprise. (1) the form of the product entering the hospital; 1, the product agent form into the hospital. A pharmaceutical manufacturer entrusts a pharmaceutical distribution unit to act as an agent for the product and to bring it into a corresponding hospital. Among them, it can be divided into comprehensive agent form and semi agency form. The form of comprehensive agency refers to the whole process of the entry, promotion and collection of the products to the hospital by the pharmaceutical agency. This approach is often the production enterprises will be the appropriate opening price to the agency and sign a contract, enough profit space to stimulate the enthusiasm of its distribution. The form of semi agency refers to the entry and payment of