医药代表职责及技能要求.ppt

Role 角色 To generate profit and growth for the company. 为公司盈利，促进公司的发展 Getting customers to use or optimize customer’s of company’s products though effective promotion and skillful interaction. 通过进行卓有成效的促销活动和巧妙运用销售技巧使客户开始使用或扩大使用公司产品 What Is your Job? 你工作的内容 To generate profit and growth for the company. 保证公司的利润和增长率 Getting customers to use or optimize customers’ usage of company’s products through effective promotion and skillful interaction. 通过有效的拜访和交流使医生更好的使用我们公司的产品 Responsibilities 工作职责 Primary 最基本的要求 To optimize the sales of XJP products to the customers by ensuring achievement of 坚定信心努力完成公司产品的 total Rmb target. 总金额销售目标 target by product line. 分产品指标 Responsibilities－－Short Term 工作职责－－短期(1年) To be competent in the performance of your job by ensuring proficiency in product knowledge and selling skills - Professional Call (Product / Competitive Call). 熟练掌握产品知识及销售技巧，加强专业拜访（产品拜访/竞争拜访） To provide effective coverage of your assigned territory - Territory Manager 保证有效的覆盖率－区域管理 To develop the right working attitude 不断树立正确的工作态度 Responsibilities－－Long Term 工作职责－－ 长期 Achievement of individual’s goals 完成个人的销售目标 To ensure punctual submission of reports. 准时上报各种报表 To maintain a high standard of professionalism in your daily job routine. 保持日常工作的高标准 To be a team player and contribute to company’s effort in building a cohesive and progressive team. 适应团队，适应公司的变革 Authority? 专家 Creativity in doing things 具有创造性的思维 Decision on target doctors 不断扩展目标医生数量 Additional promotional activities 不断开发和提高有效的促销活动 To be better than your boss 要做的比你老板还要好 Note: Decision made in the best interest of the company. How Do I Approach My Job? 如何做好我的日常工作 1. Be a professional sales representative.－做个专业销售代表 Information信息 Information 信息 Messenger传递员 versus HR 代表 对 Receiver接收人 Productive usage of information 有效利用产品信息 No action/result无行动、结果 Receiver 接收人 Action/result 行动、结果 How do I