What is the difference between pharmaceutical representatives and pharmaceutical business representatives

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  1. Patrick

    As a special product, medicines are different from ordinary consumer goods, especially prescription drugs. It has the characteristics of completing the consumption process under the guidance of a doctor. The sales of their sales are directly affected by the hospital doctors. In the entire drug consumption, more than 70%of the sales are generated in the hospital. The hospital has become a must -have place for public pharmaceutical companies, and the fierce competition caused by this has also brought great difficulty to the pharmaceutical company when operating the market. The most difficult thing to do medicine is to enter the hospital. The most important thing is clinical promotion. The most afraid of after -sales receipt.
    . How to make the product go into the hospital smoothly
    The product wants to be able to go to the hospital smoothly and enter the clinical medication. The method that should be adopted has a clear understanding.
    (1) The product enters the hospital
    1. The product agency form enters the hospital. Pharmaceutical manufacturers entrust a pharmaceutical distribution unit to make the product into the corresponding willingness as the agent of the product. Among them, it can be divided into comprehensive proxy forms.
    ① The form of comprehensive proxy refers to the entire process of completing the product to the hospital's entry, promotion, and receipt from the medical agency unit to the hospital. In this way, the manufacturer often drives the appropriate reserve price to the agent and sign the contract to stimulate the enthusiasm of its distribution with sufficient profit space.
    ② semi -proxy form refers to the entry and receipt of the hospital to the hospital by only the product of the pharmaceutical agency. This method is conducive to enterprises to directly grasp the sales of products in the hospital, grasp various market information, and help the comprehensive improvement of sales, but compared with the comprehensive agent, the workload is greater.
    2, the product agency form enters the hospital. Pharmaceutical manufacturers do not rely on relevant pharmaceutical distribution units to directly send medical business representatives to the hospital for development, so as to complete the entire process of product entry, promotion, and receipt. It can be divided into two ways according to different situations: ① The enterprise registered with a sales company and directly sent the product to the hospital in the name of the sales company for clinical use. ② The medical distribution unit enters the hospital in the form of votes, that is, the entire process of completing the hospital development of the hospital, including the entry, promotion, and receipt of the hospital, but the bill for the hospital is related to the distribution unit. Profit. There are several reasons for doing so. First, the company has not registered its own sales company. It must pass the corresponding pharmaceutical distribution unit to make the product enter the hospital's legalization (because the medical regulations are not allowed to send the product directly to the hospital) Second, although the company has its own sales company, due to the administrative intervention of the local authorities where the hospital is located, the local note: After the reform of the health systems in various places, the products want to enter the hospital for sales, and they must pass through the Health Bureau through the hospital sales. The bidding, only the products that enter the bidding catalog of the Health Bureau can enter the hospital for sale. At present, it is in a transition period, and a considerable part of the pharmaceutical bidding procurement is implemented. Participating in bidding can be directly involved in the manufacturer, or you can entrust a pharmaceutical company to bid. Generally speaking, the bidding cost of the pharmaceutical company is relatively low.
    (2) General procedures for the clinical use of products in the hospital
    1. The hospital's clinical department proposes to apply for and write the purchase order;
    2. The Department of Pharmacy Department of the Hospital shall review and approve the application of the clinical department;
    3. The supervisor's admission hospital (usually deputy dean) reviews the application;
    4. The Hospital Pharmaceutical Committee discussed and approved the drugs;
    5. Enterprise products enter the hospital medicine library;
    6. Enterprise products are sent by the hospital's medicine library to send the product to the pharmacy (outpatient department, inpatient department);
    7. The hospital's clinical department began clinical medication.
    (3) The method of product entering the hospital
    1. New product hospital promotion meeting. The hospital promotion meeting can be divided into the promotion meeting for a specific hospital for all hospitals and needle enterprises in the entire area. (1) For the organization of all hospitals in the entire area, the enterprise is generally sent by the enterprise to the area to the area where the development market is to develop the market. The relevant leaders of the associations and organs hold a promotion meeting in the form of the "XX New Product Clinical Exchange Conference" in the name of these departments. You can give these units corresponding to conference fees in order to be able to meet smoothly. Invite local well -known experts and professors and directors of the corresponding clinical department to speak at the meeting to show authority. After the time and place are determined, the dean, the director of the pharmaceutical department, the director of the pharmaceutical department, the chief of the procurement, the chief of the financial section, and the director of the relative department of the large, medium and small hospitals in the area are requested The purpose of the product into the hospital. (2) For the product promotion meeting of a specific hospital, the main reason is that the company introduced the product introduction meeting with the hospital after the public relations of the hospital's relevant personnel to introduce the products to the pharmacies, clinical departments, and members of the pharmacy committee, so that they Know the product so that the product enters the hospital smoothly.
    2. Enterprises recommend products by participating in the corresponding academic conference. Generally, every local pharmaceutical society, medical associations, health bureaus and other departments shall organize multiple academic conferences, training and other activities every year. Enterprises can understand the time, place, and content of the corresponding activities through these agencies and departments. Take the initiative to contact, pay a certain sponsorship fee, and become a co -organizer. At the meeting, enterprises can invite one or several experts and professors to introduce the product in order to enter some hospitals.
    3. The product is assisted by the hospital agency unit to enter the hospital. The relationship between manufacturers and hospitals often does not have a good relationship with the corresponding pharmaceutical agency unit and the hospital. Because they are long -term suppliers of certain hospitals, they have many business, and they are familiar with them. They often take a lot of detours through them as hospitals. The products can go to the hospital smoothly.
    4. Recommended by the Hospital's Pharmaceutical Committee or related members. The Hospital's Pharmaceutical Committee is a specialized team established to improve the medicine admission system. It is generally composed of directors and multiple members. The new product must be approved by the hospital with the Pharmaceutical Committee. Therefore, we should first investigate the situation of the members of the Pharmaceutical Committee (such as name, telephone, address, preference, family condition, etc.), and then contact the drug sales staff to invite them to participate in the seminar organized by the enterprise organization in the name of the new product promotion seminar. Essence Before the meeting, we should contact each member, especially some authoritative experts, professors, directors, etc., and then perform corresponding public relations after the meeting, so that they can write down product recommendations and make the product enter the hospital.
    5. Recommended by the Director of the Hospital Clinical Department. When doing the development of hospitals, if you feel difficult for each link, you can first find the director of the clinical department and contact the public relations through public relations. Under normal circumstances, the medicine director of the clinical department must be used, and the pharmacy and other departments will agree. In addition, the development of hospital development itself should start with the clinical department, and they should first write the purchase order before they can do the work of other departments.
    6. Recommended by well -known experts and professors in the hospital. In the process of doing hospital work, if you do n’t know how to carry out work in various links, you can first communicate with experts and professors who are better contacting, let them accept products, sales staff, enterprises, and then recommend it to other departments.
    7. Recommended or corresponding members of the local medical society, pharmaceutical society. Medical Associations and
    Myeral Society in each place have a wide range of connections with local hospitals. They can carry out public relations or some members inside them. Essence
    8. The product enters the hospital through indirect interpersonal relationships. After a detailed investigation of the hospitals of the hospital, if it feels difficult to carry out the work, you can understand the family conditions and interpersonal networks of the main personnel from the main links from the side. Understand the detailed personal information of the hospital's relevant personnel, as well as the closest person (friends, children, relatives) who are closest to him, and then selectively contact the visit to the hospital indirectly, and the products are indirectly scratched into the hospital.
    9. The product enters the product in the form of advertising. Advertising is forced to bomb with various advertising first, so that patients who see a doctor in the hospital are named products, and doctors need products to achieve the purpose of entering.
    10. The product enters through administrative means. You can go to the higher -level department of the hospital, such as the health bureau or government department to carry out public relations, so that they can come to the hospital.
    11. Trial sales enter. First put the product in the hospital's pharmacy or expert specialist clinic for trial sales, so as to gradually penetrate and eventually enter.
    12. Other methods.
    In short, the product enters the hospital and becomes clinical medication. It requires certain procedures and methods, and the sales staff need to make full use of the advantages of Tianshi, geographical, people and harmony.
    (4) The unfavorable factors affecting the hospital's medicine
    The factors affecting the hospital's medicines generally include administrative intervention and other human factors within the hospital; local health bureau does not accept products; Wait. For the internal factors of the hospital, you can find out all aspects required for the medicine, and communicate the public relations of the person in charge of each link to achieve the purpose of the medicine. For the factors of the Health Bureau, the Health Bureau needs to directly or indirect public relations to reverse the situation. For the factors of similar product distribution units, you can find the same means of the other party first, and then persuade the hospital with a stronger condition than the other party.
    . How to carry out the clinical promotional activities of the hospital
    The direction of the hospital's promotional work is: focusing on establishing, contacting feelings, and introducing the company and products as the supplemented. If there are many corresponding departments, we must grasp the key departments and focus on the key doctors according to their own human, material and financial resources.
    (1) For medical and guardians
    When the product enters the hospital's pharmacy, we must actively carry out clinical promotion of doctors, nurses, experts, and professors. Communicating and communicating with doctors is the most important. Propaganda products can be placed in the second place. Because the other party generally accepts people, and the product is behind. Talking skills will affect the effect of conversation. Whether your doctor can become your friends will have a direct impact on product sales.
    1. One -to -one promotion
    This is achieved by the medical sales staff and a certain department director, doctor, nurses, experts, and professors face -to -face. Drug sales staff prepare the work permit, product instructions, product samples, product clinical reports, product brochures, product promotional gifts and other information, so that it will be more convenient when communicating.
    2. A pair of more promotions
    mainly refers to the form of drug sales staff to talk to three or five doctors or nurses in the same office. In this occasion, we must deal with it freely, in trouble, planning, and grasping the initiative of the conversation. During the entire communication process, the drug sales staff appeared as a student as asking for advice.
    3, personnel to promote the department of department
    This is characterized by the fast clinical promotion speed, and the relationship between doctors, nurses and leaders is also fast, but the cost is higher. The main method is that when the medicine first entered the hospital, the medical staff in the relevant departments of the outpatient and inpatient department were organized to establish a promotional network on the grounds of promoting new products.
    First of all, the drug sales staff finds the director of the relevant department to negotiate, which can give a certain organization fee so that the director of the department will notify the outpatient department and doctors in the hospital department, setting a symposium at a certain time and place. Similarly, the head nurse (corresponding department) asked the nurses (outpatient department, inpatient department) nurses to come to the discussion. Medical representatives should master the exact list of participation, and time and place are arranged by the director of the department. Prepare the company's certificate (business license, product qualification certificate, production license, product honorary certificate, etc.) before the symposium, and prepare a set of product information for each person (a box of product samples, instructions, product brochures, clinical reports, clinical reports , One copy of the promotional gifts), a bottle of mineral water and fruits, melon seeds, etc. Then, the company sent 3 to 4 drug sales staff to participate in the symposium. Employees should arrive half an hour in advance, clean and arrange the venue ( Put fruits and refreshments on the table). Two representatives of mineral water and product information on the door. Drug sales staff can ask the department director and head nurse to make a brief explanation before the meeting, such as: "I hope everyone can listen well, use the product as a clinical clinical, and recommend this product." During the meeting, pay attention to maintaining a warm and gentle atmosphere. The content of the symposium can be divided into three aspects: company profile (mainly introducing the company's development prospects), product knowledge, clinical reports (focusing on the mechanism of product action and usage). During the meeting, the deputy director, professor, and head of nurses were requested to speak. Send a small gift at the end of the meeting. The personnel attended the name, address, and telephone number for each meeting to facilitate exchanges with each other in the future.
    4. The company's promotion of hospitals
    Is after drugs enter the hospital's pharmacy, doctors (directors, professors, experts, attending doctors, doctors) and nurses (nurses) should be provided with all corresponding departments (outpatients, hospitals) Organize a symposium. This is a way to promote the scale and high cost. This method can open up the upper and lower parts of the hospital in a short period of time, form a good promotional network, and quickly establish a company and product image in the hospital, allowing hospital leaders and medical staff to directly accept the company and products.
    5. The company's promotion of medical systems
    This is a way with the largest scale, the widest radiation surface, and a relatively high cost. It is required to be held under the condition of all or more than 80%of the medical system in this region. The method is to choose a public suspension time. The location is best in the dense area of ​​the medical unit. In the form of a public letter, the director of the relevant departments of large hospitals (experts, professors, attending doctors), five nurses and nurses representatives; The director of the relevant department of the hospital, the head of the nurse, the doctor, and the nurse; This method can improve the promotion of doctors and establish a doctor's network to facilitate product sales.
    (2) For pharmacy staff
    1, one -on -one promotion
    This method of this symposium is mainly for the director of the pharmacy department, the purchaser, the outpatient and inpatient department of the pharmacy. Personnel face -to -face communication. You can also communicate with acquaintances or give away small gifts to establish a good business cooperative relationship.
    2. The company's promotion of pharmacies
    The method of organizing outpatient clinics and inpatients of the Director of the Pharmacy Department, the pharmacy personnel of the hospital, so that the pharmacy
    Locks, improve the company and product image.
    The conference can be selected in the hospital conference room, and held in the name of "Pharmacist Learning Product Medical Knowledge". It is necessary to give the organizer a certain organizational fee and issue gifts to the pharmacy staff. The symposium can be carried out in the form of a seminar on the "company to the department" to record the list, address, and telephone number of all participants to facilitate the contact after the meeting. After the symposium, the drug sales staff communicated with the pharmacy personnel privately, enhanced feelings, and promoted product sales.
    (3) For patients
    1. Promotion of outpatient patients
    The product propaganda materials (patients used by patients) were issued by drug sales staff. At the same time, there should be an additional sentence: "I wish you early recovery."
    2. Promotion of inpatient patients
    I drug sales staff in the relevant department ward of the inpatient department, such as helping patients pour water, sweep the floor, stack the quilt, face -to -face storytelling and medical knowledge, and then distribute it. Propaganda materials are more easy to accept. At the same time, I told patients that the product was sold in this hospital, and medical staff could be found to open a place. This form requires drug sales staff to enter the ward three or five times to communicate with patients, pay attention to emotional persons, and at the same time distribute some small gifts.
    . How to complete the collection work
    (1) Direct receipt
    This method refers to the payment date of the hospital that must be paid in accordance with the contract specified in the contract. General hospitals issue transfer checks, medicines Sales personnel provide invoices and accounts, account opening names to the hospital's financial personnel, and go through the procedures for receiving.
    (2) indirect receipt
    This means that when there is a phenomenon that intentionally arrears the medicine, you can help the collection through the relationship between the hospital leader or the director of the pharmacy department. When receiving the payment, the invoice, account number, and account opening name are directly handed over to the affiliate, or the drug sales staff and the affected person to collect the money together.
    (3) Public relations collection
    This method refers to the drug sales staff actively adopting public relations to communicate relevant personnel when the hospital's finance department (manager or chief) intentionally deducts the goods. Gifts or cash can be used to achieve the purpose of receiving.
    . Work skills of drug sales staff
    (1) Setting visits
    Drug sales staff should formulate monthly and weekly visits plans, and then make daily daily according to the content of the plan. Visit the customer plan table. The plan to visit customers should be formulated the day before, and it is best to develop the habit of scheduled plans before bedtime. Visiting customers should consider the purpose, reasons, content, time, place, interview objects and methods of visiting.
    (2) Prepare sales tools
    1, leather bags: The things in the bag should be sorted out, collect the product directory and the sales manual complete, and put in order, delivery order or acceptance orders.
    2. Sales tools that must be negotiated with customers: business cards, customers list, access preparation card, price list, telephone book, identity certificate, introduction letter, map, product manual, data bag, notebook, medicine certificate certificate One photo.
    3, tools to promote sales: calculators, samples, related newspapers and magazines, advertising and reporting materials, discount materials, other propaganda materials, etc.
    (3) Samples
    Although the samples are provided for free, it is necessary to manage, use it well, and use cleverly.
    1. Give play to the role of propaganda. Ask doctors to put the company's product and product manual on the table. When the disease number is lined up, you can just look at it, and you can get better publicity results.
    2, play the role of "gift" to enhance friendship. Taking samples as gifts, consider occasions, locations, and characters.
    3, let everyone perceive "her". When introducing the characteristics of their own products, if the samples are introduced
    , and let the customers touch it, smell it, try it or try it, they have perceived, it will be easier to accept.
    4, deal with the relationship between "points" and "face", some medicines are more expensive, and it is not advisable to send them. In fact, each product has limitation and characteristics. It distinguishes the main relationship with the secondary, point and face, and does not need to "spend" blindly.
    (4) Correct use of promotional materials
    Midica sales staff should bring the whole set of promotional materials before visiting, but you cannot directly use the promotional materials to the doctor, but must be used while describing.
    Is when using materials: (1) When used by drug sales staff, you should always take it on your own hands, and use the pen to indicate the important part of the doctor to show the doctor and narrate at the same time. (2) Fold the places that are not related; (3) The material will be marked before the doctor. (4) After talking with the doctor, the materials are handed over to the doctor. Be careful not to deliver it before the conversation.
    (5) Hospital visits
    1. Psychological preparation before the visit
    The purpose of visiting to allow customers to recognize enterprise products. Most doctors are busy, so they should have clear ideas to express your wishes before entering the office. You can stay out of the office for 10 minutes to organize your mind.
    2. Visit the first impression
    (1) The prerequisite for meeting the needs of doctors is the prerequisite for successful sales
    This means that we must understand the situation of doctors and their work as much as possible. It is necessary to maintain a good relationship with the nurse. She can provide information for the medical representative; the display, books, and journals on the doctor's desk can also provide some information; the speed and content of the doctor's behavior, expression, and conversation are all providing doctors' personality. Clues. Pay attention to details and find demand -meet the needs.
    (2) The dressing requirements of drug sales staff
    time, place, and occasion are three criteria for dressing. Drug sales staff mastered these three criteria to integrate with the environment. Good relationship.
    The people who do not understand the characteristics of sales always take the "white shirt, pants, suits, and tie" as the basic dress of the sales staff. It can evoke the favor and resonance of the other party, so as to reflect the right politeness.
    Costatic costumes, giving people a frivolous and unbelievable feeling, please strive to be neat and generous. For men, white is a tone. The combination of the whole set of clothing is best to have two or three types. It is difficult to achieve the effect of coordination and unity. If you can wear jewelry that is equivalent to age, the effect may be better.
    The sales staff should pay attention to each detail. For example, handkerchiefs, in regular occasions, white handkerchiefs are the most suitable. Smokers should often brush their teeth and wash off the macular on the fingers; like to keep long hair and beard, it should be neat; women's lipsticks, perfumes and clothes, wear different clothing to get a good first impression.
    (3) Business card -the extension of their own image
    everyone has the psychology of self -extension. How to correctly use this doctor's psychology is very important in sales activities. The way to treat business cards may be It will cause great differences in transactions. The rules of the business card correctly:
    a, the exchange business card should stand. Even if you have sat down, you should still stand up when you exchange.
    B, handed in right hand, accept it with both hands. It is necessary to send it to the doctor's chest naturally, but when receiving the doctor's business card, you should catch it with both hands.
    c, first give a business card. Drug sales staff should first give their business cards to doctors to show respect.
    D, introduce while introducing. "I am a certain company." From today, I am responsible for the business of this area. Please take care of it. Remember, don't forget to smile.
    e are not placed on the table, it is a guideline to hand over hand.
    F, do not put away the business card immediately, read it carefully.
    3. How to make doctors interested
    Mest doctors see many people (including patients, family members, colleagues, medical representatives, etc.) every day, and they are surrounded by various information. So, how to stimulate doctors' interest?
    (1) Let the doctor understand the company first. The doctor's familiarity with the company determines the impression of the product.
    (2) Try to understand the status quo of the doctor. Understand the doctor's diagnosis time, family members, birthdays, amateur hobbies, prescription habits, personal income, etc., as long as you spend energy, it is not difficult to master.
    (3) Let the doctor know yourself. The strength, reputation, and the price of your company are factors considered by doctors. To grasp the way you speak and the attitude of access. Medical representatives should clarify who says, who is the director of the department. The second is the opportunity to create re -visits. Even if the first visit did not talk deeply, the investigation was not comprehensive, but if it was capable, it would be necessary to create an excuse for re -visit.
    Attachment: How to investigate the internal environment of the hospital
    . Hospital overview
    The hospital overview is mainly to investigate the hospital's scale, nature, and business expertise. Investigators should prepare pens, records, cameras, etc. before going to the hospital. The working procedure is: 1. The investigator first took a picture of the hospital's panoramic view with the camera, and recorded the location in detail. 2. Familiar with the hospital environment, and take pictures of the hospital's outpatient building, inpatient building, propaganda bar, blackboard fence, etc. 3. Go to the lobby of the outpatient building, carefully watch the hospital profile, the department profile, the distribution of the hospital department, and copy the time, name and corresponding department of the hospital's main departments to understand the number of hospital beds, patient daily flow, record or depict The specific location of the pharmacy, the pharmacy of the hospital, the pharmacy, and the pharmacy of the inpatient department. 4. As for the nature of the hospital, the business expertise can ask several doctors in the hospital to understand and record it.
    . The channels of medicine
    1. Hospital decision maker
    The hospital decision makers may be the hospital's dean or deputy director and secretary of the party branch. Large -scale hospital decision makers generally do not participate in the specific work of the medicine. Some hospitals that are institutionalized by medicines, hospital decision makers rarely ask for and participate in the medicine in the medicine; Chinese -size hospital decision makers have a certain influence on the medicine in the medicine, but for the medicine in the medicine, but for the medicine in the medicine, it has a certain influence on the medicine, but for the medicine, but for the medicine in the medicine, it has a certain influence on the medicine. Some small varieties are not very impact; the decision makers of small hospitals are dean or deputy presidents and have the power to enter the medicine. However, the decision makers of large, medium and small hospitals have a certain close relationship with the person in charge of the medicine, so they can understand the names of the decision makers, residential phone, residential address, personal hobbies, etc. through face -to -face conversations, as well as the hospital's scriptures. Recent dynamics in various aspects.
    It special attention is that the decision makers may be the other person, so you should first hear the real decision makers of the medicine. There are more common situations: decision makers generally do not come forward, and their spokespersons come forward to contact. The spokesperson may be unknown figures, so we must investigate clearly and then go roundabolic public relations.
    2. Pharmacy department
    Pharmacy department is a direct responsible agency responsible for medicine and drug adjustment. The director of the pharmaceutical department has great power in the hospital's medicine, and it is particularly important to deal with the relationship between the pharmaceutical department, because once the director of the pharmaceutical department deny, the market of the hospital will be lost. The director of the pharmaceutical department is generally divided into the director of the Chinese medicine pharmaceutical department and the director of the western pharmacy department. The attributes of Chinese and Western medicines of the product can be carried out separately. Therefore, the pharmacy representative should first understand who is the director of the pharmaceutical department, and then through the interview to understand the name of the pharmaceutical department, residential phone, address, personal hobbies, amateur life, family conditions, etc. Through the director of the pharmaceutical department, understand who is the procurement, who is the pharmacy team leader, a total of several medicines, and their names. Then, find the pharmacy procurement to understand his personal situation. Finally, walk away in the pharmacy and the inpatient department of the outpatient clinic, find out the pharmacies and clerks to chat, inquire about their personal hobbies, take get off work hours, and inquire about some personal information of the pharmacy director and purchaser from their mouths, and then put all the personal information of the pharmacy and the buyer. Relevant information records are sorted out.
    3. The external pharmaceutical department (general agent)
    The external pharmaceutical department refers to some state -owned pharmaceutical companies that have business exchanges with our hospital. Pharmaceutical representatives can learn from the pharmacy director and purchase port to understand the name, place, telephone, person in charge of the pharmaceutical company, and which businessman of the pharmaceutical company has a business relationship with the hospital, and records it to facilitate the use of pharmaceutical companies to help in the next step Enter the medicine.
    4. Competitors survey
    The competitors refer to manufacturers and distribution units of similar products. The names of the manufacturers of similar products, product names, dosage forms, retail prices, wholesale prices, factors, treatment, monthly sales, monthly sales, monthly sales, monthly sales, monthly sales, and profit margins can be asked from the pharmacy department. Essence
    5. The pharmacy leader of the outpatient and inpatient department
    M pharmacy team leader is responsible for the control of the drug and the daily management of the pharmacy. They mention the pharmacy from the pharmacy to the pharmacy, and have considerable power in propaganda and guiding patients to choose medicines. There are small vaults in pharmacies, and the source of funds is mainly commissioned by corporate statistics. In order to carry out business work, it is also very important to deal with the relationship with the pharmacy group.
    . Promotional channels
    1. Outpatient and inpatient department pharmacies
    Because pharmacies (especially outpatient pharmacies) directly deal with patients, they can be recommended to patients, so we must understand the medicine sending the medicine clearly The names and related situation of the staff and the statistical staff and the pharmacy team leader.
    2. Corresponding to the clinical department
    The clinical department includes the relevant departments of the outpatient department and the inpatient department, and the applicable department of the product is about to.
    3. The doctors and nurses of the outpatient and inpatient department
    Ser drug sales staff should find the position of the corresponding department to understand the director, deputy director of the corresponding department, and the situation of the staff of the department and make records. Whether drugs can be used as doctors' prescription drug sales staff are most concerned, and all medical staff in the corresponding clinical department have decisive guidance on patients with medical treatment. Dosage. Therefore, the investigation must be serious, detailed, clear, and authentic. Finally, the business personnel can summarize the content of the internal environment of the hospital in the form of a form.
    Plot a comprehensive investigation of the target market, then select a part of the hospitals that are easy to break through one by one (easy first and difficult, each break), and at the same time do some ways to pave the way for the medicine to enter the hospital (including promotion preparation, visiting work, etc.) Essence

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