医药代表的销售能力及技巧培训专家讲座.pptx

培训安排医药代表需要具备哪些素质或能力？Togenerateprofitandgrowthforthecompany.确保企业利润和增加率Gettingcustomerstouseoroptimizecustomers’usageofcompany’sproductsthrougheffectivepromotionandskillfulinteraction.经过有效造访和交流使医生更加好使用我们企业产品Primary最基本要求TooptimizethesalesofXJPproductstothecustomersbyensuringachievementof坚定信心努力完成企业产品totalRmbtarget.总金额销售目标targetbyproductline.分产品指标Tobecompetentintheperformanceofyourjobbyensuringproficiencyinproductknowledgeandsellingskills-ProfessionalCall(Product/CompetitiveCall).熟练掌握产品知识及销售技巧，加强专业造访（产品造访/竞争造访）Toprovideeffectivecoverageofyourassignedterritory-TerritoryManager确保有效覆盖率－区域管理Todeveloptherightworkingattitude不停树立正确工作态度Achievementofindividual’sgoals完成个人销售目标Toensurepunctualsubmissionofreports.按时上报各种报表Tomaintainahighstandardofprofessionalisminyourdailyjobroutine.保持日常工作高标准Tobeateamplayerandcontributetocompany’seffortinbuildingacohesiveandprogressiveteam.适应团体，适应企业变革Creativityindoingthings含有创造性思维Decisionontargetdoctors不停扩展目标医生数量Additionalpromotionalactivities不停开发和提升有效促销活动Beaprofessionalsalesrepresentative.做个专业销售代表Information信息Information信息Messenger传递员versusHR代表对Receiver接收人Productiveusageofinformation有效利用产品信息Noaction/result无行动、结果Receiver接收人Action/result行动、结果2.Doafullday’sjobnotafoolday’sjob.做正常工作而不是自欺欺人。“Smart”竭尽全力“Fool”“傻瓜”MaximizesellingtimePlaythefool/truant全力工作工作散漫PlanyourworkversusWorkaimlessly有计划工作对工作无目标RightcustomerRandomcalling正确医生随机造访RightfrequencyBaseonrapport正确频率靠关系RightmessageEverythingexceptproduct正确信息不提产品Gettherightknowledgeandskills.掌握正确产品知识和销售技巧Productknowledge,sellingskills.产品知识，销售技巧Trainingandfollowupwithselflearning.培训和自我跟进Gettoknowyourterritory.熟悉你区域情况Salesbyproduct,hospital.分产品/医院销售量Customerandterritory.客户与区域情况Basicanalysisandfieldwork.基本分析和实地工作Adopttherightattitude.采取正确态度$$=(K+S)A财富＝（知识＋技巧）×态度20%how,80%why20％怎么做，80％为何Workhardandsmart.苦干加巧干Responsibleandaccountable.责任感与可信度Willingtolearn.勤于学习Willingtochange.乐于改变Socialcall.社交型造访Socialinteractiontocreatebetterrapportwithcustomer.利用社交型造访能够和医生建立良好关系Informativecall.信息型造访Deliveringinformationtocustomer.仅