表格模板-Training医院代表培训 精品.ppt

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1、Training Hospital Representative医院代表培训Job briefing 工作概述 Objectives 目的 To help HR achieve the highest standard of professionalism. 使代表的工作表现攀至顶峰。 To help HR achieve the highest level of productivity. 使代表的生产率最佳。Objectives 目的 To prepare HR for higher responsibility. 为代表的职业生涯做出更好规划。Motto 座右铭Procrastinati

2、on拖拉耽搁Pessimism悲观情绪Politicking争权夺利What is your job?你的工作是？ Getting customers to use or optimize customers usage of company s products through effective promotion and skillful interaction. 通过卓有成效的促销活动与销售技巧，让客户尽量多用公司产品。Responsibilities? 职责是？To promote XJP range of professional products in your assigned

3、 territory. 在分配区域内推广公司的专业产品To optimize the sales of these products to the customers by ensuring achievement of a. total Rmb target. b. target by product line. 向客户推广产品，以达成目标 1总金额 2各产品的指标Responsibilities? 职责是？ To be competent in the performance of your job by ensuring proficiency in product knowledge

4、and selling skills. 产品知识和销售技巧熟练，工作表现出色。Responsibilities? 职责是？ To ensure proper and updated recording of transactions with customers in the relevant format provided. 使用统一表格准确记录客户资料，及时更新。 To ensure punctual submission of reports. 准时上交报表。Responsibilities? 职责是？ To maintain a high standard of professiona

5、lism in your daily job routine. 维持每日拜访的高度专业性。 To be a team player and contribute to company s effort in building a cohesive and progressive team. 良好的团队精神，为加强团队的凝聚力和向上精神做出贡献。SCHWARZ-SSQQ Standard 许瓦兹SSQQ标准 Speed 速度 Sense of urgency 紧迫感 Minimize lost opportunities 将失败可能减至最低 Scale 程度 Think big 大计划 High

6、 expectations 高要求SCHWARZ-SSQQ Standard 许瓦兹SSQQ标准 Quantity 数量 Do big 尽量多做些工作 Maximize output by optimizing selling time e.g. work hard, make more calls. 增加销售时间，使产出达到最高，如努力工作，尽量多拜访医生。 Quality 质量 Efficiency/Productivity 效率/生产率 High standard in every thing we do e.g. product call. 我们做的每一件事情都是高质量的，如产品拜访H

7、ow Do I Approach My Job?我该如何工作？1. Be a professional sales representative.做个专业销售代表Information 信息Messenger 传递员 versus 对HRReceiver 接收人No action/result 无行动，结果Information 信息代表Productive usage of Information?有效的利用信息Receiver 接收人Action/result 行动，结果How Do I Approach My Job?我该如何工作？2.Do a full day s job not a

8、fool days job.竭尽全力地工作Full versus “Fool”竭尽全力对“傻瓜”Maximize selling time全力工作Plan your work有计划地工作Right customer恰当的客户 Play the fool/truant 工作散漫 Work aimlessly 工作无目标 Random calling 不定时拜访How Do I Approach My Job?我该如何工作？2.Do a full day s job not a fool days job.竭尽全力地工作Full versus Fool竭尽全力对傻瓜Right frequency合

9、适的拜访频率Right message正确信息Base on rapport和谐的关系Everything except product不提产品Experience/skill 经验和技能Years Repetition Variation年限 重复 变异1year a.12x250=3,000 calls c. 1 call 20 times1年 a.12x250=3,000 拜访 c. 1 call 20次 or 或 b.20 x250=5,000 calls c. 20 calls 20 times b.20 x250=5,000 拜访 c. 20 calls 20 次 Repetiti

10、on the mother of skill “ 熟能生巧“” How do I start my job?我该如何工作？1.Get the right knowledge and skills. 掌握正确的知识和技巧。Product knowledge, selling skills. 产品知识，销售技巧Training and follow up with self learning. 培训及跟进工作后还需自己不断努力 How do I start my job?我该如何工作？2.Get to know your territory. 熟悉你的区域。Sales by product, ho

11、spital. 分产品，医院的销售额。Customer and territory. 客户与区域Basic analysis and field work. 基本的分析与实地的工作。How do I start my job?我该如何工作？3.Adopt the right attitude. 正确的态度KS（A 财富努力聪明（可信赖20how. 80% why 20%怎样做 80为什么Work hard and smart. 努力工作和聪敏Responsible and accountable. 责任感与可信度Willing to learn 勤于学习Willing to change 应变

12、力强5 types of customer call? 拜访种类1. Social call. 社交拜访Social interaction to create better rapport with customer. 通过社交活动与客户建立良好关系。2. Informative call. 信息拜访Delivering information to customer. 提供信息给客户或为搜集信息而拜访。5 types of customer call? 拜访种类3. Interrogative call. 提问式拜访Continuous questioning either to coll

13、ect information or to get customer to do the talking. 通过不断提问以搜集信息或与客户进行交流。Most effective customer call 最有效的拜访方式4. Product call. 产品拜访Connecting product knowledge with selling skill to convince customer to use or expand usage of our product. 使用产品知识与销售技巧，以说服客户使用或增加公司产品的用量。Must have Objective Opening, P

14、robing, Features& Benefits & Closing. 必须包括目的性开场白，探询，特性利益和成交。Most effective customer call 最有效的拜访方式5. Competitive Call 竞争拜访Highly objective call 目的性极强的拜访Positioning your product as the first choice of treatment. 将公司产品定位首选。Preventing competitor from penetrating your market. 阻击竞争产品渗透入你的市场。Which is best?

15、哪种最好？Combination call 70% Product call/Competitive Call + 30% Social call.混合拜访70产品拜访或竞争拜访及30社交拜访Benefits of Product Call? 产品拜访的优势1. Increase efficiency-less wastage time, more calls. 提高效率-减少浪费时间，更多拜访2. Higher effectiveness-more sales 效率更高-销售增加Learning Steps 学习步骤 Imitate 模仿 Improve 改进 Innovate 创新 Cre

16、ate 发明How do I manage my job?我该怎样工作？1. Strive for sales achievement. 为达成销售目标而努力Monthly sales target and product target. 每月的销售指标和产品销售指标。By hospital, by territory. 分医院，分区域。How do I manage my job?我该怎样工作？2. Ensure achievement of call rate. 确保完成要求拜访量At least minimum requirement (12). 最低要求（12）Do not hesitate to do more if possible. 如有可能，尽量多拜访医生。How do I manage my job?我该怎样工作？3.Number of slide presentation. 幻灯演讲人数幻灯演讲人数Ensure achievement of targeted number of side presentation per month. 保证达到每月幻灯演讲要求人数。