The OTC representative of the first quarter of the work of the summary PPT a request combined with the actual situation, the work encountered in the situation and how to solve the problem, there is a

The OTC representative of the first quarter of the work of the summary PPT a request combined with the actual situation, the work encountered in the situation and how to solve the problem, there is a heavy reward! Year-end summary

In the blink of an eye, I have said goodbye to the year 2007 and entered a new year, reviewing my own work in these 12 months have failed and succeeded, the failure is that my sales performance did not reach my expected results, the success is; their own business knowledge and ability to have a great improvement. First of all, I have to thank the company to provide me with good working conditions and living environment, as well as my leaders at all levels and colleagues to my guidance and help. Here I will summarize this year's work for the purpose of learning lessons to improve themselves, while listing the new year's work plan I have the confidence and determination to do a better job in the new year.

As of **** year ** month ** day I am responsible for the pharmacy *** there are **, of which ** for a single store.

07 my specific work situation: responsible for the sales of the drugstore and the purchase and return

And in accordance with the visit plan to visit the drugstore every day to communicate with the clerk, for the target clerk, often to keep in touch with the time and conditions, send some small gifts or feast target clerk, so as to stabilize and target clerk's relationship with the increase in sales. And have a fixed pharmacy at the same time try to develop new pharmacies. At the same time, the market situation will be reflected to the company in a timely manner, and do their best to do their jobs.

The above is the specific content of my work in 2007, seems simple, but for me this just work a year and a half for the novice there are certain difficulties, since **1** month to take over the **Pharmacy after I feel I officially became an otc salesman, but unfortunately the sales of the drugstore flat, for which I apologize to the company and the leadership, because I have always believed that there is no bad business, only do bad business, but also to do bad business, and the company will not do good business. I have always believed that there is no such thing as a bad business, only a bad businessman, and there is no such thing as a man who can't sell drugs, only a man who can't sell drugs. However, although my performance is not outstanding, but I have been trying to learn how to become a good salesman, after more than a year of trials and tribulations, I have gradually matured to learn how to overcome the difficulties, and will turn these difficulties into the driving force of my success. I am confident that in the next year, I will use everything I have learned to contribute to the company!

2008 work plan is as follows:

1) Actively work to improve their own sales,

2) Develop a better visit plan, in strict accordance with the visit plan to visit the pharmacy.

3) On the basis of maintaining the existing pharmacies, try to develop new pharmacies under the support of the company.

4) Strengthen the business learning, expanding horizons, enriching knowledge, and learning from other outstanding salesmen.

5) the details of the work in 2008 requirements:

1: a week a summary, a monthly summary, summarize the work of the mistakes and timely correction

2: to go to the drugstore before the preparatory work should be done to fully take into account the state of the staff and the needs of the store, so that we can better communicate with the staff to enhance the relationship between us.

3: Communicate with the clerk to be sincere, promise good things to do. I am outside on behalf of not only their own with the representative of the company, if the words and deeds on the frivolous and untrustworthy, will affect the clerk to me and even to the company's distrust, so that the clerk of the promotion of our products to lose interest.

4: To continuously strengthen the business aspects of learning, reading more books, access to the Internet for relevant information, and peers to communicate with them to learn better ways and means.

The above is my year's work plan, the work encountered a variety of difficulties, I will ask the leadership, and colleagues to discuss, and strive to overcome. For the company to make their greatest contribution.

OTC representative of the year-end summary of the work of the sample 2

Ride the wind and waves will be sometimes, hanging straight from the cloud sails Ji Canghai

----2007 work summary

Time passes very quickly, the new year as promised, I came to the **** there are six months of time. Recall half a year of dribs and drabs, let me feel y, at the same time, this half year also let me grow up a lot. Whether it is work or some other aspects. But today we are talking about the work summary, so I briefly summarize the work aspects, I think it will be very helpful to my future work.

***, as recognized by the customer, is really a large-scale, well-developed enterprise, to be able to work in ****, even if it is a month or half a year or longer, for me, is a good learning opportunity. So I cherish every day in ****.

First of all, I would like to talk about what I have gained in the past six months:

1: Adjustment of mindset

Previously, when I encountered difficulties, it was a very evasive way to deal with them, and I would suppress myself for several days. But in the past six months, under the communication with colleagues, the mentality can be adjusted, and realize that avoidance can not solve the problem, and repression hurts oneself.

O(∩_∩)o...Only when you are positive and energetic, it is easy to succeed.

2: Self-confidence enhancement

To be honest, I'm not a particularly confident person, and sometimes I always feel that I'm not as good as others here and there. It feels like I'm the one standing in the corner, but deep down that's not what I want out of life. I also like to stand in the center and be noticed.

Of course, there is no capital, no track record, it's all a longing. But while seeing the strengths of others, it is important to recognize that you also have certain aspects of yourself that others do not. This time it is necessary to complement each other's strengths and weaknesses, and complement each other's strengths. Do not beat yourself to death. While admiring and envying others, do not forget yourself. Believe that you are the best, today there is a lack of this area, does not mean that the whole life is like this. So cheer yourself up every day and believe that you can do it!

3: the improvement of sales skills

Mindset, self-confidence are all changes in my heart, mind. Salesmanship is the shortcut to increasing sales, right?

Every customer, we have to guess his heart, can not do a glance through, but also to have a eight or nine. Understand his needs, try to cater to (in the case of not violating the company's policies)

A word to the wise, do what you say. But don't make promises lightly.

Doing business is different from child's play, every word you say should go through your brain.

4: Establishment of sales network

Sales network is quite important for people doing business. *** gave me a chance to build a network, although my customers now can not reach the scale, but also my efforts to get, resources are slowly accumulated.

No one is perfect, in the work also showed some shortcomings:

1: lack of experience

Not through the storm how to see the rainbow. Do not experience some stumbling, how will experience. Now my experience is very lack of, directly leading to my judgment of some of the problems with the handling of the wrong way.

2: Lack of product knowledge

This is not a good thing to say. I studied pharmaceutical marketing, but I don't feel like I'm taking advantage of my degree in the workplace. In fact, there are ways to get, such as product descriptions, Chinese pharmacies and so on, but they will not be very systematic. I still hope the company has a systematic training. Sometimes after the encounter with the doctor of the customer, really can not catch a few moves. Even a move can not resist.

3: planning is not strong, there is no habit of long-term planning

Today to do a plan, run a circle feel good. The next day and no plan, although do the legs hard, but basically useless. So it directly affects your productivity.

The above is not even a summary of the work, but rather like a randomly written sentiment. This summary has been thought for many days, and today I finally meet with you in this non-summary way, so I can see my writing. (The most important reason is still that I do not do my own work in detail and do not understand thoroughly. When my sales come up, maybe there will be some substance) I'll write more often in the future, so I guess I'll be better. I'm looking forward to the next one. O(∩_∩)o...haha

OTC representative sales summary

As a newcomer who just joined the industry less than a year ago, I would like to report to you on my experience and summary of my work in the past 11 months:

February: Be a responsible person

There are old representatives to bring the Half a day to start their own to "sweep the streets", after half a month of the fall and crawl roll, bold, thick skin, but the heart also began to rush. There have been two students successfully signed an agreement with the company, can stay in the company as an employee to work, and their own, does not seem to have caused the manager of a trace of attention.

At that time, just met the company opened a product conference, I was assigned two tasks: 1, before the meeting to assist the assistant manager to buy conference supplies; 2, will be responsible for the banquet drinks supply, but did not have the opportunity to face the customers. But I did not complain, everything with the point, without any mistakes. The day after the meeting, the manager called me into the office alone, let me go to the physical examination and willing to sign an agreement with me, because he thought I was a responsible person.

Achievements: Successfully "sold out" to the company

March: the stock market hit rock bottom, indicating that it has a chance to rebound

Become an employee, was assigned to the company's headquarters in Foshan, responsible for 100 terminals and four pharmaceutical companies. The company is responsible for 100 terminals and 4 pharmaceutical companies． The person who was in charge of this market before has left the company due to the poor performance. So what is waiting for me? The following is my SWOT analysis (take yourself as a product, huh):

S (advantage): no experience shows that I am a blank sheet of paper, did not do up the market can also be seen as a blank market. By the beginning, so there are infinite possibilities.

W (disadvantage): no work experience, specializing in pharmacy, no marketing knowledge.

O (opportunity): the new director is the company's last year's sales champion, has a wealth of practical experience, I will be in him to learn the most useful sales knowledge; the stock market hit rock bottom, that it has the opportunity to rebound, and the region is located in the company's headquarters, as long as you do a good job there will be development.

T (threat): the market supply channels in this region is chaotic, price instability, for the terminal work to bring more difficulties.

Achievements: began to calculate the task indicators for the first month, the number of stores paved more than the previous half a year, but only because they are lazy, not how good I am.

April: like your work in order to do a good job

After a month of laying goods, most of the drugstores have begun to operate our products, leaving only a very small number of "stubborn molecules" are still not, and these pharmacies are the local larger and more ha broken business store. In order to store the goods in, I only more frequent visits, constantly stating to them the advantages of our products. "Heaven is not responsible for those who have the heart", and finally in a later visit found that one of the "stubborn" began to operate our varieties. Back home I first told my supervisor the good news, when my supervisor said: "You will be successful, because you have to work and emotionally connected together. "

Achievements: the laying work is basically completed, the laying rate for the company's top three. By the next month to start the volume of work.

May: self-confidence is the knock on the door to success

Got the March bonus, is a lot of money ah, the first month you can get how much bonus, more and more confident in themselves.

Start to pure sales, before the representative of the monthly sales of only 200 more, I store the stage of the sales of only 700 more, but the target is to 1200, how can I complete the target?

Since our products in the local area is the field of No. 1, but good selling products usually have no profit to earn, coupled with what we do not have promotional activities, the first push rate is not up to it. Can only seek breakthroughs in other areas, so I have the following ideas: 1, our products have two specifications, we do the big specifications, and small specifications are consumer-initiated purchase of the product, so I will let the clerk each time the first big package to consumers, increasing the purchase rate; 2, our products are western medicine, cheap, and can be used in conjunction with other proprietary Chinese medicines. So I will do the work of other pCms promoters, send some small gifts and so on, so that they introduce their own varieties with our products with the joint use of drugs.

Achievements: sales of the main product rose sharply, reaching more than 150% of the target task, the company's sales of the product ranked second. The sales of other products have also risen to different degrees.

June: failure, a new starting point

In the last month's sales growth stimulation, just as I was full of confidence in the intention to create a peak, suddenly found that my target stores are stuffed full of goods. It turned out that, although I did not know what is called pressure goods, but unconsciously at the end of the month when the use of the skills of pressure goods, but did not sell out well, so that now the terminal so many goods. There is no way, only honestly continue to do the work of the shopkeeper, shopkeeper education, do display. But at the same time also on their own last month's pressure to do a summary: pressure on the short-term sales sprint has some help, but will affect the back of the sales.

Achievements: Due to the impact of last month's inventory, this month's sales of only 800 or so, to complete the target of 60% only. However, the average sales of the two months still increased, so we also know the appropriate use of the pressure of the goods can increase the sales of skills.

July: to do, not to discuss

As the June sales statistics are not yet out, the manager of the April and May sales to develop the third quarter of the task indicators, coupled with the work of the sub-division, I began to do the focus of the output, the target pharmacy from the original 100 reduced to 60. My target but inevitably increased dramatically, reaching the previous 166.6%-200%. However, the accumulation of previous experience, coupled with the terminal stock has basically been sold out, but I am confident that the completion.

While others were complaining that the target was too high to accomplish, I gave my 60 pharmacies according to the size of the task they are absolutely possible to accomplish, and then according to the end of the month to complete the task, the amount of pharmacies did not complete the task of the pharmacies transferred to the task of the overfulfillment of the task of the pharmacies, and finally appropriate pressure on a little bit of goods, and thus, the target is completed.

Achievements: the company can complete the task of the three people in a, in the other people discuss whether the target is too high, I chose to do, so I have a different from other people's achievements.

August: OTC three elements, the lack of one

After the completion of last month's task, my terminal inevitably have a part of the inventory, fortunately, I have begun to pay attention to the OTC from June three elements (customer service, display, staff education) of equal importance, in each area try to do enough work, my inventory is also a short period of time to sell out. Then, still according to last month's method, the target is broken down to each pharmacy, so I once again completed the task. The two colleagues who were also able to complete the task last month, but because of the unplanned pressure on the goods, and I got similar results in June.

Achievements: the first time to become the company's monthly sales champion, and is the company's only two consecutive months to complete the task. In addition, the company's a direct sales of new products I also set a new sales high.

September: to adapt to all the changes, so that they become stronger

In the know I became last month's sales champion of the good news at the same time, also came a bad news, my supervisor due to family reasons resigned. I have learned a lot from my supervisor and he has been encouraging me, will his departure affect my performance?

Then I thought to myself, I can teach me, he has taught, the rest, should be by my own to understand. The only way to get rid of his light, my light can be revealed. The first thing I want to do is to get a good understanding of what I'm doing and how I'm doing it.

Achievements: the main products basically retained the first, but other products due to the cost of payment is not timely and other reasons for the general decline in sales.

October: No excuse, execution is the key

The new quarter of the task indicators and down, and this time it is also clearly unreasonable, according to last quarter's sales to points, do a good job of doing more, do less poor, but the bonus is linked to the completion rate. My target rose again. Manager but also put out the word, due to the main products from the annual task is still far away, now there can be promotional activities, but all the tasks to be completed 100%, even if the pressure of goods must also be completed. No way, still have to do it. Since the manager has said the words to death, then there is no excuse, only to implement it. Anyway, I have already had the experience of pressing the goods, this amount I still have a way.

Achievements: Successful completion of this month's task, but also to gradually determine the position of the annual sales champion.

November: think more than others farther

As last month's main product goods are pressed very dead, so this month to focus on the terminal construction and other products sales.

Because I am responsible for the area sales do well, the company is willing to allocate a sum of money to me to do the display of the store. So I seized the opportunity. Let the company satisfied with me, during which I used the GROW thinking mode:

G (purpose): the company requires for the two designated products to do a good job of end-shelf display, for the company to increase brand awareness.

R (what's there now): the main product has been displayed very well because I have been working not too bad, and other products have been displayed not so well because there are OTC products but there is no OTC logo yet, as well as health care products have not been on the promoter and other reasons.

O (what are the options): 1. You can follow the company's requirements and buy an end shelf, specializing in the display of the designated two products. But there is nothing to help my sales, and an end shelf has four layers, only two products are too wasteful. 2, use this expense at the same time to do a good job of the original poorly displayed products, but due to OTC and health care products, internal and external medicines, can not be displayed in the same end shelf, but you can separate display, each product accounts for a layer of the end shelf, just the effect on the establishment of the brand is not centralized display so much, but the sales growth of the products have helped. The product is not as effective in building the brand as a centralized display, but it will help to increase the sales of each product.

W (what to do): After thinking about it, I think the second option will get the most results and try to get as much as possible.

In the end, I ended up with a stacking display for our main product, in addition to following the second option and doing 5 products in one ****, each getting the best position.

Achievements: sales of the main product declined, but met the minimum completion standards required by the company. Other products generally grew a small amount. Although the display and header were different from the company's original intention, they were well received by the leaders.

December: do sales, no impossible to do

and received a new task: due to our a new product in a chain sales have been unsatisfactory, facing the embarrassment of the exit. This chain in Guangzhou, to affordable stores, because my stores are doing well, the manager asked me to make a model store to avoid withdrawal. I have only one store here. Previously, due to their distribution has been unstable, always out of stock for no reason, I have not taken it as a priority to do. This chain is notoriously uncooperative, Guangzhou colleagues do not do well for no other reason than because of the irrational allocation of costs, either all to the procurement, goods are pressed in the stores to buy out, or all to the store staff, but because of the always out of stock and affect the sales. Since I was given the task, I had no excuses. I rationalized the expenses and split them between purchasing and store staff in a ratio of 2:3, which not only ensured that my medicines were not out of stock, but also gave the store staff an incentive to help me recommend them. Then I applied for additional promotions (since the manager let me do a model store to avoid withdrawal, naturally, I have to agree), so that the three-pronged approach to the case, I this difficult store was also my swing.

Achievements: The sales of the product in the store increased by 100%, along with the sales of other products also increased. The overall results are not yet finalized.

Summary: the first year of the line, to learn and accumulate experience is the main, fortunate to learn with a good supervisor and a good manager, the supervisor is very selfless to teach me what he knows, and the manager is very trusting of me, there are a lot of things are willing to let go and let me go to do. So also achieved a relatively satisfactory results: if nothing unexpected will be the company's annual sales champion.

Prospects: the next will be to bring new people mainly, because there are a number of our junior to come into the company internship, they will also be the next object of training. In addition, in 2006, my position will be adjusted, will be transferred back to Guangzhou to specialize in affordable hypermarkets, I will focus on the direction of customer management efforts!

OTC representative of the management summary essay

One, the establishment of the office

1. by the team leader first to the market, to understand the local rentals and other relevant information, and choose the urban perimeter within the scope of the convenient transportation, housing prices moderate housing site to establish the office, and to buy the required office supplies, daily necessities and transportation, familiar with the office environment (including supermarkets, grocery stores, hospitals, restaurants and other places), the office perimeter. Including supermarkets, food courts, hospitals, pharmacies and bus routes.) It is expected to take about a week.

2. The team members entered the office immediately after it was set up, and arrived at the office ready to work on the necessary forms, documents and wearing good identification. Under the initial guidance of the team leader, they go out to familiarize themselves with the environment and learn about the city in order to prepare for their future work. It is expected to take about three days.

Two, information collection

After the environment is familiarized, the collection of information about the work in the area begins. Including the terminal's detailed address, phone number and understanding of the purchase channel, and on the map to mark out the detailed location (mainly by the team members to complete), at the same time to collect information about the pharmaceutical company, including the power of the store, the degree of creditworthiness, etc. (mainly by the team leader to complete), and to carry out the two types of information checking and summarizing, filtering out the work of the useful information and save. It is expected to take about a week.

Three, paving

Based on the information collected, select a few paving ability, good creditworthiness of the pharmaceutical companies to contact the visit, clarifying the company's sales policy, terminal support and promotional tools, etc., so that the pharmaceutical companies are willing to cooperate with us, and to understand the cost of the paving, time and manner. Pharmaceutical companies (channels) than between, choose two to three of the most suitable for us to cooperate with the pharmaceutical companies, sign a supply contract, notify the company to ship and supervise the pharmaceutical companies to the outlets to store (distribution). It is expected to ho time one to two weeks.

Four, terminal follow-up maintenance

1. Draw terminal distribution map

a. According to the local urban map, will be under the jurisdiction of the regional zoom drawn on a 4 white paper;

b. Terminal distribution map should be marked on the terminal points (with and without goods points), road names, banks, parks, living quarters, food markets, senior citizen centers, hospitals, dry rest homes and nursing homes. Sanatorium, etc.;

c. Terminals are identified by a "circle", and the corresponding terminal code is filled in the "circle": e.g., red for Class A terminals, blue for Class B terminals, green for Class C terminals, and black for non-stocked terminals; due to the lack of understanding of the sales situation of the stores in the early stage, the terminal code can be temporarily set as follows As the sales situation of each store is not understood, it can be temporarily categorized according to the following conditions:

Terminal class A --)

Store large, business varieties and complete;

Located in the commercial concentration area, on both sides of the main road, with a high flow of customers;

Generally, state-run drugstores, long-established drugstores, drugstore chains, etc.

Category B terminals, such as red, blue, B terminals, green, C terminals, black.

Terminal B

Between class A and class C terminals.

C-type terminals

1> small stores (generally less than 20 square meters), fewer varieties;

2> mainly located in the living quarters, suburbs, factories, auxiliary arteries on both sides of the road, with a small flow of customers;

3> generally small private drugstores;

According to the principle of the law of two-eight: A-type terminals should be not less than 20% of the total number of local terminals, and Class B terminals should be no less than 50% of the total number of terminals. According to the number of terminal sales products are divided into large, medium and small terminals, to facilitate the terminal work arrangements for heavy and light, grasp the big with small. Large terminals should be visited frequently to establish advantages; small terminals with potential to make more efforts to make it cross into the ranks of medium and large as soon as possible.

d. Below the "Terminal Distribution Chart" (or left and right), corresponding to the identification code in the chart, listing the specific terminal names (with A, B, C terminal categories);

e. Terminal coding according to the route from the west to the east, from the north to the south order.

2. Develop a roadmap for terminal visits

Based on the "Terminal Distribution Diagram", the terminal points will be connected by the best way of shortcuts, drawn on a 16 white paper.

3. Establishment of terminal files

Terminal files include: terminal name, terminal category (A, B, C), terminal address, terminal nature (state-run, collective or private), belonging to the unit, the business area (only refers to the drugstore, the clinic), the person in charge (or the head of the cabinet) name and contact phone number, the salesman's name, gender, birthday and shift, purchase channels and purchase prices, Product display (counter, shelf, counter, shelf, yard), retail price, similar products, can set POP and publicity.

4. Sales staff training

To make sales staff more comprehensive and accurate understanding of the basic knowledge of the product and the use of methods; to enhance the sales staff on the product's good efficacy of the understanding. Can be introduced on the product news or some stories, product efficacy and principles, the use of methods, adaptable to the crowd and dose, to answer the questions often asked by consumers, a number of examples and so on. Training can be conducted in accordance with the following three ways:

a. Written training: attention should be paid to the ways and means, it is best to combine with a small gift;

b. Symposium training: the site layout is warm, comfortable, gifts, can be arranged for a lottery and get-together;

c. Oral training: do not appear in the teacher's posture, which is very likely to cause resentment of the sales staff to the "students teach the teacher". The "students teach the teacher" way to carry out.

5. Terminal PR work

1> PR object

Manager, salesman, cabinet leader (director), inbound personnel and terminal in charge;

2> daily visits

a. Regular visits to the terminal, contact feelings, deepen understanding;

b. Speaking to master the timing and proportionality, do not in the Salesman busy to bother him (her);

c. Do not greet only one person, to greet all the people concerned in the store. Be aware that it is not a particular person who helps us to sell our products;

d. Be sweet-talking, and when you talk, it is better to say one or two lines of humor and jokes in just the right atmosphere;

e. Don't forget to straighten up your appearance in front of the mirror before you leave the house. A good appearance will win the favor of others, especially young girls).

f. When we come across the salesman is busy, it is best to choose to wait, but waiting must be skillful, must let him know that you are waiting for him, to do with sincerity to touch people.

3> Giving gifts

a. On New Year's holidays, or from time to time to the terminal to give some small gifts;

b. Gifts should be convenient, practical, innovative, do not always send a gift.

c. When a salesman and other people celebrate their birthdays, send a card and greetings (preferably in the name of an individual);

d. "It is better to miss a family than a person". It is best to give the gift to their own, remember not to miss;

6. Terminal hard packaging and promotion of the basic principles are:

a. Hard packaging should be in accordance with the following principles: more - with momentum, that is, the number of promotional items, more types; good - promotional items packaged in a good location, conspicuous, can be based on human visual habits The specific location of the packaging, as far as possible, so that consumers see, see the end, look beautiful; fast - keep long, that is, the promotional products should be posted, hung, put in a good place.

b. Frequent promotional activities of all kinds in class A stores, it is best to do a small promotion once a week, at least one big promotion in January, promotional methods should be a variety of ways, such as in-store sales, buy increase, distribute promotional items.

Fifth, the terminal work extension

After guaranteeing the sales of the original terminal, should begin to store around the region and follow up to increase the rate of product distribution, but also in the original terminal to tap the potential to increase the number of Class A stores and sales volume

.