Pharmaceutical representative basic knowledge

1. General knowledge of medicine to be a pharmaceutical representative of the business knowledge

The second is diligent, down-to-earth, will do, flexible

Doing these can ensure that you get started smoothly!

The most important thing is the knowledge of the products they sell

Basic medical knowledge.

First of all, the sales mentality, try to calm down, not humble.

Appropriate sales techniques.

In addition to medical representatives, such companies do not recruit in large numbers.

A pharmaceutical rep's job is a sales job.

There is no requirement for a professional title, it is essentially PR and sales.

Every day is to run to the hospital, to the doctor to hand business cards, to the purchase to hand business cards.

Try to find ways to sell your drug company's drugs and let doctors prescribe your drug company's drugs to patients.

The base salary is very small, and the main source of income is the commission earned from selling drugs.

Therefore, not every pharmaceutical representative can earn money,

need to rely on the ability to establish long-term relationships with large hospitals and large enterprises.

2. What professional skills do you need to master to be a pharmaceutical representative

The ability of the pharmaceutical representative should be summarized in ten, we can call the pharmaceutical representative of the success of the "ten big ability" .

( l ) product knowledge utilization ability: pharmaceutical representatives must have a basic background knowledge of medicine and basic marketing knowledge, and product-related knowledge can be skillfully used, which is the most important ability.

( 2 ) planning and organizing ability: Mature pharmaceutical representatives need to independently complete the customer management plan, product visit plan, organize promotional activities plan.

( 3 ) time management ability: performance in the pharmaceutical representatives can be reasonable use of the fourth generation of time management principles, in the monthly visit plan development, the daily completion of the average number of visits to the time allocation, according to the potential for different, reflecting the important customers to focus on investment and priority principles.

( 4 ) customer management skills: pharmaceutical representatives need to master specialized customer management skills, the use of effective communication skills, and constantly improve customer relations, in-depth development of the potential of important customers.

( 5 ) regional management ability: pharmaceutical representatives should be through the law of two or eight, select the right customers, determine the appropriate frequency of visits, and through effective activities in the area responsible for the realization of sales goals.

( 6 ) analytical ability: pharmaceutical representatives should learn to analyze the sales results, through a variety of information synthesis judgment, search, find sales opportunities, and solve key problems.

( 7 )Competitive sales ability: Mature pharmaceutical representatives must master the ability of competitive visits, need to be familiar with the relevant knowledge of competing products, the flexible use of active attack and defense skills.

( 8 ) professional product visiting ability: this is the pharmaceutical representatives must continue to improve the sales skills, from the purpose of the opening statement to the inquiry and listening, the product characteristics of the benefits of the conversion, dealing with objections, to strengthen the impression of the final initiative to close the deal of each link are required according to the scene appropriate use.

( 9 ) Group sales ability: Medical representatives can independently complete regular promotional activities, such as departmental meetings, doctors' experience roundtable, etc.

( 9 ) Group sales ability: Medical representatives can independently complete regular promotional activities, such as departmental meetings, doctors' experience roundtable, etc.

( 10 )Leadership: The basic work of pharmaceutical representatives is done through the management of customers in the region, so a certain amount of leadership can organize customers from different backgrounds, and produce a consistent identification of the company in the exchange and sharing of experience.

3. What to pay attention to as a pharmaceutical representative

How to be a pharmaceutical representative with a future. Now people mention the pharmaceutical representative, the impression is to carry a briefcase, to the hospital to bribe the doctor's sales. So much so that various pharmaceuticals have taken a very aggressive approach to pharmaceutical representatives, banning them from contacting doctors. And now, including the medical representatives themselves do not know, in the end, what the medical representatives should be like, how to do a real medical representatives.

I have been a doctor, contact with the pharmaceutical representatives, but also did the pharmaceutical representatives, and excellent results, I would like to from the doctor's point of view and the perspective of the pharmaceutical representatives to discuss with the medical representatives, but also to let my friends to share my experience, to peers mentioned a sales method.

I started from when I was a doctor, is like and what kind of medical representatives to communicate, and hate what kind of medical representatives to say. People are concerned about appearance, especially in sales, must remember this.

First of all, I like the appearance of clean, healthy and beautiful medical representatives. Because of my daily contact with the patients who are sad, and most of them are ordinary people, so when a well-dressed healthy image appeared in front of me, I will immediately produce a good feeling and happy mood. After all, people are creatures of the senses. So the appearance of the medical representative is very important to the first impression.

Secondly, I like to talk elegantly and humorously, and have knowledge of the educated medical representatives. Because I can know a lot of knowledge I don't know from his mouth, and I will unconsciously envy his talk, and cultivation, and hope that I become his kind of person, then such a person I will want to communicate for him. Therefore, as a medical representative's own knowledge and cultivation is very important.

Secondly, I like to be able to read people's minds. For example, when I am very busy, he will not appear, he will always appear when I am not busy. And she cares about me in a way that is always just right. So having a keen sense of insight is a quality that a good pharmaceutical representative must have.

In general, I prefer to receive pharmaceutical representatives from foreign companies. Because they give me the impression that they are all very professional and their products are all very reliable. For example, they can explain the side effects very clearly and how to deal with them after they occur. This allows me to have a clear idea of what to do when I administer the medication to my patients.

Again, I hate reps.

First of all, I hate pharmaceutical reps who dress sloppy and have dirty hair. This is often the case with small pharmaceutical companies in China. I would think that such a representative, how can I believe that his products have good quality?

Secondly, I hate it when medical representatives say that their products have no side effects. This can only fool the people. For a doctor who graduated from medical school, saying that a drug has no side effects is the same as saying that such a drug does not have any effect. I would think that either the drug is ineffective, or the representative or the pharmaceutical company themselves do not understand their own products, then he said anything else is a waste of my time, such a drug, give me a rebate, I do not prescribe. I'm afraid of ruining my reputation.

Third, I hate medical representatives who don't have "eyesight". For example, I have a lot of patients waiting in the clinic, he also stood next to me, I see such a person will be annoyed. If he wants to interrupt me when I am explaining the patient's condition, I reject him from the bottom of my heart. I reject this person from the bottom of my heart. I also especially hate it when a medical representative sits in the seat across from me. Unless I agree, I feel particularly uncomfortable. Because of my mentality, I think that seat is the doctor, my coworker seat.

Fourth, I hate reps of the opposite sex who are too close to me. I would never prescribe to such a representative because I am afraid of his reappearance.

Fifth, I hate reps who talk in circles and don't express themselves clearly. I would feel that I don't understand what he is saying and it is a waste of my time.

So to summarize, surgeons and gynecologists like to speak to the reps in a crisp, clear, and direct manner. The medical doctors and pediatricians can accept the medical representatives who talk in a big circle, which may be related to the nature of the work. If we are talking about the point of view of getting rebates, I like to prescribe imported drugs that do not have high rebates, but have clear efficacy. For the rebate is high, but the efficacy of the drug is not good, I never prescribe. Occasionally, I prescribe some domestic drugs with higher rebates than imported drugs, but their efficacy is neither good nor bad. I give patients the choice of prescribing drugs is, friends, I generally recommend I know the efficacy of clear imported drugs, as long as they can afford to pay. For the average person, the economic ability can not afford imported drugs, I will prescribe a clear efficacy of domestic drugs. For those who have high rebates, the efficacy of the drug is not clear, I never prescribe. Although cheap, but ineffective, then is to let the patient to spend a penny, is a waste of money. I think this is the minimum medical ethics as a doctor. For the current domestic emphasis on the price of drugs, and make a lot of cheap but no obvious efficacy of the drugs retained in the reimbursement directory, I think it is in fact unfair to the patients. On the contrary there are many very cheap drugs with very definite efficacy that have disappeared from the market. For example, indole magnesium zinc rub. I remember it was only a few dollars. I can't believe I can't find it now, maybe it's been renamed to sell at a higher price. There are a lot of traditional, proven medicines that have been around for years, and there would be no need for the imported ones.