Practice of the Pharmaceutical Promotion Association The promotion meeting is a common way for pharmaceutical companies to develop markets. It is generally divided into two forms: hospital promotion meeting and business promotion meeting. The hospital promotion meeting refers to a product introduction meeting jointly held by a pharmaceutical company's products to enter or has entered large or medium -sized hospitals. The purpose is to increase the doctor's understanding of the product and promote the growth of hospitals by introducing the pharmacological research of products, toxicity experiments, clinical use, and functional attendance to the doctor. The hospital promotion meeting operation steps . The time and place with the director of the pharmaceutical department The time is generally 1 to 2 hours before the afternoon. The location is best arranged in the hospital's conference room. The hospital conference room generally includes slides, projectors, televisions, video recorders, etc. Enterprise sales representatives will be used during lectures, and the product introduction effect will be better. . The object of determination is generally the dean and vice president, the director of the pharmacy, the procurement, and the doctor in the relevant departments (ensure that the authoritative doctor is requested). At the same time, the souvenir of the members of the meeting with the Director Department. Souvenirs are best for manufacturers' life -oriented advertising promotions so that doctors can remember the name and product name. . Meeting procedures 1. The words "Some enterprises and some product introduction". 2. When the participating representatives were reported, the medical representatives and its supervisors were received, delivered business cards, and distributed souvenirs and materials. Doctors were requested to register their names, duties, job title, address, contact telephone number, etc. to facilitate future contact. 3. First of all, the personnel introduced; secondly, the high -level representatives of the factory gave a welcome speech, introduced to the company, and invited the leaders of the hospital to speak. Finally, the hospital's regional pharmaceutical representative product introduced. If you can give a lecture on a local authoritative doctor, the effect is better. 4. After the product introduction, you can organize a simple question to answer the competition and distribute prizes to strengthen your doctors' memory and understand and read the product promotional materials. 5. After the meeting, I would like to thank the words and organize the venue to leave a good impression on the hospital. . Precautions 1. The meeting time should not be too long, it is best to control it in about 1 hour; 2. Delivery must be professional, the speech is Mandarin; 3. It is best to introduce only one product or a certain type of product to effectively strengthen the effect of publicity and memory; 4. After the promotion meeting, local medicine representatives should start the first visit within three days and maintain it and keep it. A certain frequency. Commercial promotion clubs generally refer to a method of importing products to hospitals, pharmacies, clinics, or transfer to other commercial customers in a meeting to make full use of the network relationship of commercial customers. It mainly includes several forms such as the introduction of hospital types, imports of pharmacies, clinics, commercial flat types, and comprehensive types. The business promotion meeting steps . Preparation before the meeting 1. Consultation with the manager of pharmaceutical business customers, determine the type of meeting, and determine the invitation object according to the type of meeting. 2. Determine the scale of the meeting, set up a conference group, select the venue, and issue an invitation letter. The production of the invitation letter can be determined how much to attend the meeting and the preparations for getting the goods at the meeting. General pharmaceutical companies and commercial enterprises only invite the invitation targets of the meeting time, place and product situation at the meeting. There are many things: time, place, company profile, product profile, promotion meeting content and procedures, order orders and policies, advertising playback conditions, service commitments, etc. The effect is very good. Many participants sent orders as soon as they arrived at the venue Essence 3. Medical enterprise representatives must send the goods to the pharmaceutical business customers before the meeting. 4. In principle, the conference fee is issued by a pharmaceutical company, but it can also be resolved. 5. Develop a business salesperson reward policy and customer purchase for profit -making policies to mobilize their enthusiasm. . The venue layout 1. The meeting place is generally hotels, customers' conference rooms, etc. 2. The chairman of the conference hangs the product promotion meeting of the product promotion meeting, and indicates the name of the commercial client and the name of the pharmaceutical company. 3. Pharmaceutical companies are prepared for various materials and commercial companies prepare invoices. 4. You can set up a prize box and place prizes on the podium. . Conference content 1. Sign in meeting, distribute beverages, brochures, price lists, small gifts, conference procedures, etc. 2. The meeting was chaired by the manager of commercial customers and introduced the company's purpose, ideas, goals, development strategies, product sales situation and other companies by the highest level of pharmaceutical companies; The situation enhances the confidence of ordering. 3. 4. Sales representatives of pharmaceutical companies and salespersons of commercial customers must actively publicize, get orders, and also strengthen order public relations activities for some key customers at night. 5. The lottery and redemption can be placed at the end of the event (the order is basically completed). . Precautions 1. Sales representatives and commercial customers of pharmaceutical companies must clean up the order immediately after the meeting and classify the ordering customers; for customers with a large amount of order Customers can also use letters and telephones to strengthen contact to ensure the virtuous circle of sales. 2. After the meeting, timely fulfill the commitment to commercial customer salespersons, and mobilize their enthusiasm for delivery, receipt and service. 3. Adjust customer supply, inventory, and step up the collection. 5. The focus of various types of business promotion meetings 1. Hospital type: At this stage, due to the strengthening of the regulation of medicines in large and medium -sized urban hospitals, a single hospital promotion meeting was held after public relations. More suitable. However, in the county -level pharmaceutical market, a hospital -type promotion meeting can be used to quickly occupy the vast rural areas and rural hospitals. 2. Pharmacy and clinic types: Generally, large and medium -sized cities should be selected. After advertising in the local market, or selling well in large and medium -sized hospitals, the market will be spread through commercial promotion. At the same time, daily consumer goods can also be used to recruit DTC representatives to do the market. 3. Commercial flat type: The key is price control to prevent channeling. Enterprises should try to allocate medicines to regional developmental areas and strengthen after -sales service. 4. Comprehensive type: that is, any two or three forms above. Due to the large disparity order of ordering units, the order reward policy must be formulated according to the situation of the ordering unit. In short, no matter what kind of promotion meeting, the sales staff of pharmaceutical companies must carefully plan the organization according to the specific circumstances. Only in this way can we create good performance.
Practice of the Pharmaceutical Promotion Association
The promotion meeting is a common way for pharmaceutical companies to develop markets. It is generally divided into two forms: hospital promotion meeting and business promotion meeting.
The hospital promotion meeting refers to a product introduction meeting jointly held by a pharmaceutical company's products to enter or has entered large or medium -sized hospitals. The purpose is to increase the doctor's understanding of the product and promote the growth of hospitals by introducing the pharmacological research of products, toxicity experiments, clinical use, and functional attendance to the doctor.
The hospital promotion meeting operation steps
. The time and place with the director of the pharmaceutical department
The time is generally 1 to 2 hours before the afternoon. The location is best arranged in the hospital's conference room. The hospital conference room generally includes slides, projectors, televisions, video recorders, etc. Enterprise sales representatives will be used during lectures, and the product introduction effect will be better.
. The object of determination
is generally the dean and vice president, the director of the pharmacy, the procurement, and the doctor in the relevant departments (ensure that the authoritative doctor is requested). At the same time, the souvenir of the members of the meeting with the Director Department. Souvenirs are best for manufacturers' life -oriented advertising promotions so that doctors can remember the name and product name.
. Meeting procedures
1. The words "Some enterprises and some product introduction".
2. When the participating representatives were reported, the medical representatives and its supervisors were received, delivered business cards, and distributed souvenirs and materials. Doctors were requested to register their names, duties, job title, address, contact telephone number, etc. to facilitate future contact.
3. First of all, the personnel introduced; secondly, the high -level representatives of the factory gave a welcome speech, introduced to the company, and invited the leaders of the hospital to speak. Finally, the hospital's regional pharmaceutical representative product introduced. If you can give a lecture on a local authoritative doctor, the effect is better.
4. After the product introduction, you can organize a simple question to answer the competition and distribute prizes to strengthen your doctors' memory and understand and read the product promotional materials.
5. After the meeting, I would like to thank the words and organize the venue to leave a good impression on the hospital.
. Precautions
1. The meeting time should not be too long, it is best to control it in about 1 hour;
2. Delivery must be professional, the speech is Mandarin;
3. It is best to introduce only one product or a certain type of product to effectively strengthen the effect of publicity and memory;
4. After the promotion meeting, local medicine representatives should start the first visit within three days and maintain it and keep it. A certain frequency. Commercial promotion clubs generally refer to a method of importing products to hospitals, pharmacies, clinics, or transfer to other commercial customers in a meeting to make full use of the network relationship of commercial customers. It mainly includes several forms such as the introduction of hospital types, imports of pharmacies, clinics, commercial flat types, and comprehensive types.
The business promotion meeting steps
. Preparation before the meeting
1. Consultation with the manager of pharmaceutical business customers, determine the type of meeting, and determine the invitation object according to the type of meeting.
2. Determine the scale of the meeting, set up a conference group, select the venue, and issue an invitation letter. The production of the invitation letter can be determined how much to attend the meeting and the preparations for getting the goods at the meeting. General pharmaceutical companies and commercial enterprises only invite the invitation targets of the meeting time, place and product situation at the meeting. There are many things: time, place, company profile, product profile, promotion meeting content and procedures, order orders and policies, advertising playback conditions, service commitments, etc. The effect is very good. Many participants sent orders as soon as they arrived at the venue Essence
3. Medical enterprise representatives must send the goods to the pharmaceutical business customers before the meeting.
4. In principle, the conference fee is issued by a pharmaceutical company, but it can also be resolved.
5. Develop a business salesperson reward policy and customer purchase for profit -making policies to mobilize their enthusiasm.
. The venue layout
1. The meeting place is generally hotels, customers' conference rooms, etc.
2. The chairman of the conference hangs the product promotion meeting of the product promotion meeting, and indicates the name of the commercial client and the name of the pharmaceutical company.
3. Pharmaceutical companies are prepared for various materials and commercial companies prepare invoices.
4. You can set up a prize box and place prizes on the podium.
. Conference content
1. Sign in meeting, distribute beverages, brochures, price lists, small gifts, conference procedures, etc.
2. The meeting was chaired by the manager of commercial customers and introduced the company's purpose, ideas, goals, development strategies, product sales situation and other companies by the highest level of pharmaceutical companies; The situation enhances the confidence of ordering.
3.
4. Sales representatives of pharmaceutical companies and salespersons of commercial customers must actively publicize, get orders, and also strengthen order public relations activities for some key customers at night.
5. The lottery and redemption can be placed at the end of the event (the order is basically completed).
. Precautions
1. Sales representatives and commercial customers of pharmaceutical companies must clean up the order immediately after the meeting and classify the ordering customers; for customers with a large amount of order Customers can also use letters and telephones to strengthen contact to ensure the virtuous circle of sales.
2. After the meeting, timely fulfill the commitment to commercial customer salespersons, and mobilize their enthusiasm for delivery, receipt and service.
3. Adjust customer supply, inventory, and step up the collection.
5. The focus of various types of business promotion meetings
1. Hospital type: At this stage, due to the strengthening of the regulation of medicines in large and medium -sized urban hospitals, a single hospital promotion meeting was held after public relations. More suitable. However, in the county -level pharmaceutical market, a hospital -type promotion meeting can be used to quickly occupy the vast rural areas and rural hospitals.
2. Pharmacy and clinic types: Generally, large and medium -sized cities should be selected. After advertising in the local market, or selling well in large and medium -sized hospitals, the market will be spread through commercial promotion. At the same time, daily consumer goods can also be used to recruit DTC representatives to do the market.
3. Commercial flat type: The key is price control to prevent channeling. Enterprises should try to allocate medicines to regional developmental areas and strengthen after -sales service.
4. Comprehensive type: that is, any two or three forms above. Due to the large disparity order of ordering units, the order reward policy must be formulated according to the situation of the ordering unit.
In short, no matter what kind of promotion meeting, the sales staff of pharmaceutical companies must carefully plan the organization according to the specific circumstances. Only in this way can we create good performance.