医药代表实习报告

医药代表实习 报告 软件系统测试报告下载sgs报告如何下载关于路面塌陷情况报告535n,sgs报告怎么下载竣工报告下载 一引言: 刚刚出来实习，对外面的世界很憧憬，也很迷茫。对自己所从事的,,,医药代表也一无所知。通过学习组织的校园面试。我很荣幸被石药集团中诺药业录取。从5月,5日开始培训，然后跟着石家庄的老业务们跑药店，做终端销售。一直到6月,,日把我分到外地这中间我学到了很多很多。 二石药集团介绍: 石药集团有限公司始建于1938年5月，是我党我军创建最早的制药企业之一，为抗日战争、解放战争的胜利和社会主义新中国的医疗卫生事业做出了巨大的贡献。石药集团现有资产总额150亿元，员工2万余人，是全国医药行业首家以强强联合方式组建的特大型制药企业，也是河北省大型支柱型企业集团之一。 石药集团中诺药业(石家庄)有限公司成立于2002年7月31日，是石药集团在香港上市子公司,,中国制药集团有限公司在内地投资设立的港资独资企业。公司现有员工4000多人，总资产17亿元，是中国最主要的非专利药物供应商，中国最专业的抗生素粉针生产基地。产品涵盖了抗生素类、消化系统类、心脑血管类、解热镇痛类、维生素类等上百个品种，包括冻干粉针剂、粉针剂、胶囊剂、片剂、颗粒剂等七大剂型。主要产品有青霉素钠、氨苄西林钠、头孢唑林钠、头孢拉定、头孢曲松钠、头孢噻肟钠、头孢哌酮钠、阿莫西林胶囊、阿莫西林分散片、阿莫西林颗粒剂、果维康等。中诺药业同时具有强大的制剂生产能力，年产粉针18亿支，胶囊35亿粒，片剂产年30亿片，中诺药业是全国最重要的制剂加工生产基地。 三实习的内容: 我15日开始实习，首先公司给我们做培训先让我们摆正好心态调整好心态尽量从学生转变为上班一族，下午给我们讲公司各部门基本情况和职能，第二天我们开始专业培训，上午是关于抗生素的培训，下午是关于果维康的培训。第三天是教我们制作POP然后就开始跟着老业务员去转药店开始了实习。第一次进药店就不知道该说些什么该做些什么，姐姐让我们按照天龙八部(果维康的一种销售技巧1药上量先上代表2胡萝卜加大棒3多点陈列看到拿到4家里有维C吗,一句话销售5全员推荐三人成虎6免费品尝成功推销第一盒7组合促销成功推销两三盒8树立榜样全员推广)让我们看着学习并且帮忙弄陈列，其实一个小小的陈列就有三个作用1起广告作用2方便店员推销3更加有吸引力并且让我们学会赞美对方。第二天就是我们自己进店和店员沟通。首先还不知道怎么样开头，不和店员说话就没办法促进客情。我们一般先问有没有进货，如果有的话就说明他们的库存多了有压力了就鼓励她们好好卖并且询问她们在销售果维康的时候有什么困难或遇到什么问题。如果没有进货的话就催促赶快进货，因为进货会有相关服务和相关赠品。我们每天早上都会开会，让我们这些新员工汇报工作情况和自己的感悟，让后各个姐姐会对我们的问题做出解答并对我们进行指导。25日和26日是神威药房的会员日，这些天肯定购买药的人特别多，因此让我们去药店去订店，我们会拿果维康的免费赠品让客人们去品尝，进而帮助店员达成促销，并且会帮店员做些陈列，弄些海报。以此来促进客情。总之学到了很多知识那些老业务姐姐们都很帮助我们。 在石药集团中诺销售有限公司这些天我学到了不少东西。首先做销售要大方，脸皮要厚如果连和陌生的店员和顾客沟通的胆量都没有那业绩从何谈起。其次我感觉要有一个鹦鹉嘴，要嘴勤，嘴甜。学会赞美对方，知道聊些什么来促进客情，但也不能漫无目的的瞎聊天，问问库存啊销量啊，不能跑过去和别人侃大山。还有要对自己的区域每一个店都要掌握她的宏观销量，进货量。如果哪个店出现了lujianhua (South area ahead Office Director and to war victory)]. County Government operates 3 Civil Affairs, finance, education and Finance Committee, with espionage, sabotage, standing and political team. Soon, the tomb of the Wujiang District Committee of the Kuomintang relocated to the countryside village. Pre-war, strict tomb for seventh district, its regional range for this Taoyuan town and town of Nan Ma Street, and Tan Qiu street of rotten Brook Tang West of area, in Wujiang South border, and Zhejiang Province Tongxiang County, and Wuxing County adjacent, ancient for two province (River, and Zhejiang) three House (Suzhou, and huzhou, and jiaxing) seven County (wuxing, and return Ann, and Tongxiang, and jiaxing, and show water, and Wujiang, and earthquake Ze) of make, is located in remote, territory size Lake swing dotted, river port criss-cross, easy hidden combat, and no Highway, traffic inconvenience. Therefore, this has become the refuge of many, where Wujiang gentleman most of the refuge is not the fall of four townships, at this time of grave, there has been a monstrous prosperity, Nanxun town, even the neighboring Zhejiang Province, there are also some merchants to Yan Tao DUN Cun opened shop. Cang during the depression as a regional political center and military base in the area. In May 1938, Chairman Mao Zedong in the guerrilla war in the strategic issues of: "North zone, South of the Lake of hongze Lake area branching stream of all enemy-occupied areas and along the coastal areas, should be well organized guerrilla and in rivers, lakes and estuaries and build lasting base nearby, as one aspect of the development of the national guerrilla". 异常，就看下是否出现了窜货。如果哪个店出现了窜货要及时的指出来， 记录 混凝土 养护记录下载土方回填监理旁站记录免费下载集备记录下载集备记录下载集备记录下载 下来编码，并且向上面汇报。并劝其退货，给他讲清危害。如果没有出现窜货，就问清原因，有问题及时解决，有困难的及时帮助。要多鼓励和引导。其次就是要加强自己的专业知识。掌握好维C的三大原理和关联销售的 方法 快递客服问题件处理详细方法山木方法pdf计算方法pdf华与华方法下载八字理论方法下载 。自己争取要做到专业人士，不能被店员和顾客给问住了，要是自己都不知道，那么人家怎么可能有信心帮你把果维康给卖出去呢。其次就是利用自己手头有限的资源，善于利用，善于优化资源，利用每个产品的两个点的资源给员工带来提成，给店长带来收益。提高他们的积极性。 四实习的收获: 医药代表的四个任务:铺货 陈列 店教 促销 四个及时:及时给新店员培训 及时传递公司政策 及时捆绑赠品 及时总结销量升降原因并复制推广。 这些天我学到的一些东西总结下来如下 1 办事要稳重有 计划 项目进度计划表范例计划下载计划下载计划下载课程教学计划下载 ，每进一个店之前先想清楚我要看些什么，做些什么，说些什么，听些什么。想清之后再进店 2 要手勤脚勤腿勤，还有要嘴勤嘴甜，有一个鹦鹉嘴，学会赞美对方知道该说什么促进客情。说话要有重点不能漫无目的的瞎聊天。 3 陈列很重要，陈列可以吸引顾客眼球起广告作用，也方便促进店员销售。并且可以改变店里气氛。所以我要做好这个基础工作。相关联的柜组最好以3盒为一组。这种陈列最实用。因为这个陈列哪个柜组都有，店员可以随时拿起和顾客沟通。我们要做的工作就是方便店员促进我的销量 4 店教一定要做好，要多做店教，并及时记录，总结经验。把自己的专业知识传递给店员这样店员熟悉了，我的销量也就上去了。还有一句话销售也非易事。我培训完了还要帮助店员掌握张嘴说这句话，并督促他们养成习惯，因为这样可以帮助他们提高销量。 5 在店教的过程中可以用一些比喻的方法让店员更容易记住我们的产品知识，比如可以把白细胞比作保护我们人体健康的军队那么VC就是给养部队，也可以把VC比作清理我们血管垃圾的清洁工。 6做客情一定要多投入，每天抽出时间做好日常维护，多拜访多走动，真心和他们做朋友，毕竟人是有感情的，平时多关心他们赞美他们帮助店员做些力所能及的小事。比如去别的店拿药或帮忙写海报拿东西。进而他们会感激你，这样双方关心会更上一层楼。但要有分寸，损失公司的利益这种事绝不能做 7对一些问题要学会处理，比如小店销量低，就可以给他们介绍正确的方法，培养他们养成一句话销售这种好习惯，给他们讲些其他店的成功经验。也要给他们些压力。有压力就会有动力，这样来增强他们的积极性。还有比如换店长了就先走动多联系。让大家彼此熟悉起来，像店长介绍并详细讲解天龙八部，让他理解并能接受。利用公司的有效政策或资源来给与店长支持，双方要有互动，比如做陈列讲产品知识时，并且要和店长建立朋友关系大家相互支持相互帮助，共同努力，共同进步，实现共赢。 五:外地实际操作: 自己外地实际应用; lujianhua (South area ahead Office Director and to war victory)]. County Government operates 3 Civil Affairs, finance, education and Finance Committee, with espionage, sabotage, standing and political team. Soon, the tomb of the Wujiang District Committee of the Kuomintang relocated to the countryside village. Pre-war, strict tomb for seventh district, its regional range for this Taoyuan town and town of Nan Ma Street, and Tan Qiu street of rotten Brook Tang West of area, in Wujiang South border, and Zhejiang Province Tongxiang County, and Wuxing County adjacent, ancient for two province (River, and Zhejiang) three House (Suzhou, and huzhou, and jiaxing) seven County (wuxing, and return Ann, and Tongxiang, and jiaxing, and show water, and Wujiang, and earthquake Ze) of make, is located in remote, territory size Lake swing dotted, river port criss-cross, easy hidden combat, and no Highway, traffic inconvenience. Therefore, this has become the refuge of many, where Wujiang gentleman most of the refuge is not the fall of four townships, at this time of grave, there has been a monstrous prosperity, Nanxun town, even the neighboring Zhejiang Province, there are also some merchants to Yan Tao DUN Cun opened shop. Cang during the depression as a regional political center and military base in the area. In May 1938, Chairman Mao Zedong in the guerrilla war in the strategic issues of: "North zone, South of the Lake of hongze Lake area branching stream of all enemy-occupied areas and along the coastal areas, should be well organized guerrilla and in rivers, lakes and estuaries and build lasting base nearby, as one aspect of the development of the national guerrilla". 湖南长沙百姓康大药房大学城店，面积400平米，营业额月均85万，开在生活区，但周围药店较多，顾客群稳定，但流动小。经理(店长)张鹏杰出生1980年3月3日;性别:男;毕业于南京大学;个性工作热情严谨，爱好:打乒乓球，羽毛球，旅游，喝茶等;经历:2000年10月到长沙做店经理曾担任利胜店，范西店，，现任大学城店经理。张经理刚调到大学城的这段时间，我的拜访频次加大，了解店经理的需求，和经营理念，做出自己的 方案 气瓶 现场处置方案 .pdf气瓶 现场处置方案 .doc见习基地管理方案.doc关于群访事件的化解方案建筑工地扬尘治理专项方案下载 ，关键是让新店长记住你，接受你的理念接受你的产品，让经理感觉到你用你最大力量支持他，重视他，并帮他实施你力所能及的事，那我们就会成为朋友很好的合作伙伴。店里销售好离不开客源增加，客源来自于1:店里软性服务，2:惠民吸客，这块我能帮忙，店里有短信平台，建议经理发抗感短信，进店前200名可领果维康品尝五粒，增强免疫力，这种支持一定是你片区目前唯一最好，经理会感谢你对他的支持，不光让顾客了解果维康产品，通过口感好来吸客，并带来客源一箭双雕。经理最大的需求就是他有一支专业，凝聚力强，执行力强的对伍。这时经理最需求的是厂家的专业知识的培训，提高店员的素质和关联销售能力，并选几个品种做为提高销售的重点品种，作为VC我们是最专业的，并且我们产品都是关联销售出去的，并且怎麼买都落实到步上，并且我们市场部也给我们提供了天龙八步销售方案，帮经理主动出击，把店长的思维引导到套路上来，接下来就是和店长共同实施。 1经理认可我的观点，开始教店员怎么买，并成为我们的专员，先把整体产品知识培训，并配资料，天龙八步的方法技巧，让店员掌握住产品lujianhua (South area ahead Office Director and to war victory)]. County Government operates 3 Civil Affairs, finance, education and Finance Committee, with espionage, sabotage, standing and political team. Soon, the tomb of the Wujiang District Committee of the Kuomintang relocated to the countryside village. Pre-war, strict tomb for seventh district, its regional range for this Taoyuan town and town of Nan Ma Street, and Tan Qiu street of rotten Brook Tang West of area, in Wujiang South border, and Zhejiang Province Tongxiang County, and Wuxing County adjacent, ancient for two province (River, and Zhejiang) three House (Suzhou, and huzhou, and jiaxing) seven County (wuxing, and return Ann, and Tongxiang, and jiaxing, and show water, and Wujiang, and earthquake Ze) of make, is located in remote, territory size Lake swing dotted, river port criss-cross, easy hidden combat, and no Highway, traffic inconvenience. Therefore, this has become the refuge of many, where Wujiang gentleman most of the refuge is not the fall of four townships, at this time of grave, there has been a monstrous prosperity, Nanxun town, even the neighboring Zhejiang Province, there are also some merchants to Yan Tao DUN Cun opened shop. Cang during the depression as a regional political center and military base in the area. In May 1938, Chairman Mao Zedong in the guerrilla war in the strategic issues of: "North zone, South of the Lake of hongze Lake area branching stream of all enemy-occupied areas and along the coastal areas, should be well organized guerrilla and in rivers, lakes and estuaries and build lasting base nearby, as one aspect of the development of the national guerrilla". 知识最好，但大家要一起做这件事的思想统一是最关键，尤其是店长重视，此事必行，方法讲到位。 2要和店员一起行动，培训以讲陈列的好处，那帮店员一起做，一盒变成三盒，销售会增加，前期要帮店员一起总结话术，绑的过程中就可以言传身教，帮店员建力信心，多讲销售案例，也让店员讲她成功案例，赞美是最廉价的，但是最有效的，多赞美店员并传递她的成功案例，这个店员就会成为店的标杆，越卖越好，陈列做好更有效帮助她们销售，能随手拿起来，放在顾客手中，这种拥有感会提升30%的成交率，方法和细节都要沟通到位。 3要有互动，做完陈列细节也要和经理沟通，为什么做对店和店员的帮助是什么，这时经理才会认可你，帮你做下一步，帮你让店员掌握产品知识，店长会中午交接班点评，巡场提问，销售评比表上墙，表扬先进鼓励销售弱的，这时你一定要帮店长完成这项工作，你要观察那个店员弱帮她销售，多讲几次产品，帮她销售给她钓鱼的技巧，避免了对经理的抵触情绪，也会买多买我们的产品，店员不光完成经理的任务，也团结了对伍，执行也非常到位，大家也会对我的敬业精神感动从而支持我。更重要是店长对我们这套方法的认可，队伍执行力的增强。 4要学会利用公司的有效资源，工司的抗感行动给我们锦上添花，对店员信息深一步了解，也是我们和店长沟通的资源，对店里的支持和鼓励，店员身体健康和她们亲身体验销售更近拉动我们客情，无形中拉动了销售。 lujianhua (South area ahead Office Director and to war victory)]. County Government operates 3 Civil Affairs, finance, education and Finance Committee, with espionage, sabotage, standing and political team. Soon, the tomb of the Wujiang District Committee of the Kuomintang relocated to the countryside village. Pre-war, strict tomb for seventh district, its regional range for this Taoyuan town and town of Nan Ma Street, and Tan Qiu street of rotten Brook Tang West of area, in Wujiang South border, and Zhejiang Province Tongxiang County, and Wuxing County adjacent, ancient for two province (River, and Zhejiang) three House (Suzhou, and huzhou, and jiaxing) seven County (wuxing, and return Ann, and Tongxiang, and jiaxing, and show water, and Wujiang, and earthquake Ze) of make, is located in remote, territory size Lake swing dotted, river port criss-cross, easy hidden combat, and no Highway, traffic inconvenience. Therefore, this has become the refuge of many, where Wujiang gentleman most of the refuge is not the fall of four townships, at this time of grave, there has been a monstrous prosperity, Nanxun town, even the neighboring Zhejiang Province, there are also some merchants to Yan Tao DUN Cun opened shop. Cang during the depression as a regional political center and military base in the area. In May 1938, Chairman Mao Zedong in the guerrilla war in the strategic issues of: "North zone, South of the Lake of hongze Lake area branching stream of all enemy-occupied areas and along the coastal areas, should be well organized guerrilla and in rivers, lakes and estuaries and build lasting base nearby, as one aspect of the development of the national guerrilla". 5店长更希望得到总部的认可，恒泰在启动会后20013年11月对总部做了一期竞赛，抓住这次机会，我和经理共同做了详细的计划，任务制定和分解，同时关注其他门店的销售和完成，每天总结任务完成情况，超了几瓶鼓励有时买一些小奖品激励，第二天差几瓶没完成我就和她们一起促销，并肩作战，多传导销售案例，店里在有些店员挑顾客，一位环卫工人到药房，没人理会，我上前热情接待她，并告诉她VC对她的作用，我对她的尊重，最后欣然购买了一套产品，这个案例感染了很多店员，也和经理分享了，经理也很认可店员养成这样的销售习惯销售会了不得。在大家的共同努力下，经理名利双收，店果维康有只销售120瓶到630瓶并获得第一名的好成绩，拿到增长和销量排名双第一，并拿到1600元对店的奖励，在总部对张经理的认可和他们团队的认可不用说大家有目共睹，经理还请我吃饭，我也很幸福。 6对经理建立朋友关系也很重要，我知道他家喜得公主，也送上孩子礼物，经理也会很感动，有时也会沟通工作上的困难，支持是相互的。 结束语: 以上是我这两个月学到的成绩，当然和那些成功的业务相比差距很大，今后我要不断充实自己争取做一名优秀的医药代表。 lujianhua (South area ahead Office Director and to war victory)]. County Government operates 3 Civil Affairs, finance, education and Finance Committee, with espionage, sabotage, standing and political team. Soon, the tomb of the Wujiang District Committee of the Kuomintang relocated to the countryside village. Pre-war, strict tomb for seventh district, its regional range for this Taoyuan town and town of Nan Ma Street, and Tan Qiu street of rotten Brook Tang West of area, in Wujiang South border, and Zhejiang Province Tongxiang County, and Wuxing County adjacent, ancient for two province (River, and Zhejiang) three House (Suzhou, and huzhou, and jiaxing) seven County (wuxing, and return Ann, and Tongxiang, and jiaxing, and show water, and Wujiang, and earthquake Ze) of make, is located in remote, territory size Lake swing dotted, river port criss-cross, easy hidden combat, and no Highway, traffic inconvenience. Therefore, this has become the refuge of many, where Wujiang gentleman most of the refuge is not the fall of four townships, at this time of grave, there has been a monstrous prosperity, Nanxun town, even the neighboring Zhejiang Province, there are also some merchants to Yan Tao DUN Cun opened shop. Cang during the depression as a regional political center and military base in the area. In May 1938, Chairman Mao Zedong in the guerrilla war in the strategic issues of: "North zone, South of the Lake of hongze Lake area branching stream of all enemy-occupied areas and along the coastal areas, should be well organized guerrilla and in rivers, lakes and estuaries and build lasting base nearby, as one aspect of the development of the national guerrilla". lujianhua (South area ahead Office Director and to war victory)]. County Government operates 3 Civil Affairs, finance, education and Finance Committee, with espionage, sabotage, standing and political team. Soon, the tomb of the Wujiang District Committee of the Kuomintang relocated to the countryside village. Pre-war, strict tomb for seventh district, its regional range for this Taoyuan town and town of Nan Ma Street, and Tan Qiu street of rotten Brook Tang West of area, in Wujiang South border, and Zhejiang Province Tongxiang County, and Wuxing County adjacent, ancient for two province (River, and Zhejiang) three House (Suzhou, and huzhou, and jiaxing) seven County (wuxing, and return Ann, and Tongxiang, and jiaxing, and show water, and Wujiang, and earthquake Ze) of make, is located in remote, territory size Lake swing dotted, river port criss-cross, easy hidden combat, and no Highway, traffic inconvenience. Therefore, this has become the refuge of many, where Wujiang gentleman most of the refuge is not the fall of four townships, at this time of grave, there has been a monstrous prosperity, Nanxun town, even the neighboring Zhejiang Province, there are also some merchants to Yan Tao DUN Cun opened shop. Cang during the depression as a regional political center and military base in the area. In May 1938, Chairman Mao Zedong in the guerrilla war in the strategic issues of: "North zone, South of the Lake of hongze Lake area branching stream of all enemy-occupied areas and along the coastal areas, should be well organized guerrilla and in rivers, lakes and estuaries and build lasting base nearby, as one aspect of the development of the national guerrilla".