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1、医药代表的岗位职责及要求1医药代表的岗位职责及要求Role角色ETo generate profit and growth for the company. 为公司盈利，促进公司的发展EGetting customers to use or optimize customers of companys products though effective promotion and skillful interaction. 通过进行卓有成效的促销活动和巧妙运用销售技巧使客户开始 使用或扩大使用公司产品2医药代表的岗位职责及要求What Is your Job? 你工作的内容ETo genera
2、te profit and growth for the company. 保证公司的利润和增长率EGetting customers to use or optimize customers usage of companys products through effective promotion and skillful interaction. 通过有效的拜访和交流使医生更好的使用我们公司的产品3医药代表的岗位职责及要求Responsibilities 工作职责Primary 最基本的要求ETo optimize the sales of products to the custome
3、rs by ensuring achievement of 坚定信心努力完成公司产品的Etotal Rmb target. 总金额销售目标Etarget by product line. 分产品指标4医药代表的岗位职责及要求ResponsibilitiesShort Term工作职责短期(5 yearsAd hoc external trainingHR Training Plan36医药代表的岗位职责及要求医药代表培训计划M100E医药代表的要求E时间管理 E产品知识E销售技巧E幻灯演讲技巧E西安杨森管理政策E微观市场E人际风格E销售技巧E竞争销售E区域管理M200E与成功有约E协同拜访M3
4、00E领导技巧 OBSM 400M 500E经验分享E竞争销售E人际风格E市场细分5 years提供一些海外的培训37医药代表的岗位职责及要求New HS*HS Briefing *HR Development-3PT *Coaching Skill & Guide *Interpersonal Skill-3PT *Competitive Selling-3PT*Leadership *Counseling *Mentoring *Motivation *Interview Skill *Negotiation Skill1 Year*Building High Performing Tea
5、m *One Minute Manager2 Years*Managing Adversity3 YearsAd hoc external training e.g. IDP, MBA4 yearsHS/DSM Training Plan38医药代表的岗位职责及要求New HSEHS的岗位要求EHR 的发展E辅导技巧及指南E人际风格E竞争技巧E领导技巧ECounseling EMentoringE激励技巧 E面试技巧E谈判技巧1 YearE建立高效的团队E一分钟管理2 YearsE逆境管理3 Years特别的海外培训e.g. IDP, MBA4 yearsHS/DSM Training Pla
6、n39医药代表的岗位职责及要求Objectives 目标ETo help HR achieve the highest standard of professionalism. 帮助HR达到更高的专业水准ETo help HR achieve the highest level of productivity. 帮助HR提高生产力ETo prepare HR for higher responsibility. 了解HR的责任40医药代表的岗位职责及要求Companys Vision 公司使命ETo be the most beautiful and exciting company in C
7、hina. 成为全中国最美好的公司ETo achieve Sales Value- 3,080,000,000（99) 完成销售目标308041医药代表的岗位职责及要求1999 Sales ObjectiveECommercial - Rmb 1,880,000,000 商业销售RMB1880EHospital - Rmb 658,000,000 医院销售RMB658EWhats your Regions sales target? 你区域的销售目标？EWhats your personal sales target? 你个人的销售目标？42医药代表的岗位职责及要求Motto座右铭XProcr
8、astination拖拉耽搁Pessimism悲观Politicking争权夺利43医药代表的岗位职责及要求J&J-SSQQ Standard 美国强生SSQQ标准ESpeed速度ESense of urgency紧迫感EMinimize lost opportunities将失败的可能减至最小EScale规模EThink big要往大处想EHigh expectations高标准高期望44医药代表的岗位职责及要求J&J-SSQQ StandardEQuantity数量EDo big做大EMaximize output by optimizing selling time e.g. work
9、hard, make more calls.最少的投入最大的产出，努力工作，多做拜访EQuality质量EEfficiency /productivity效率/生产率EHigh standard in every thing we do e.g. product call 要我们所做的每一件事都高标准，高要求，如：产品拜 访45医药代表的岗位职责及要求How Do I Approach My Job?2. Do a full days job not a fool days job.Full竭尽全力 versus “Fool” “傻瓜” Maximize selling time 对Play
10、the fool/ truant 全力工作工作散漫 Plan your workWork aimlessly 有计划的工作工作无目标 Right customer Random calling 正确的医生 随机拜访 Right frequencyBase on rapport 正确的频率和谐的关系 Right messageEverything except product 正确的信息不提产品46医药代表的岗位职责及要求Experience/skill 经验和技能Years Repetition Variation年限 重复变异1 year a.12x250=3,000 calls c. 1
11、call 20 times b.20x250=5,000 calls d. 20 calls 20 times“Repetitionthe mother of skill.”熟能生巧47医药代表的岗位职责及要求Key success factors ?EFor qualitative evaluation.ER eliable可信赖 EE nthusiastic有热情 ES ensible反应敏捷 EP unctual准时 EO ptimistic乐观的 EN oble思想高尚 ES ystematic有系统的 EI ndependent独立的 EB elonging归属感 EL earner
12、勤奋好学 EE nterprising进取心48医药代表的岗位职责及要求Key success factors ?EHuman relationship人际关系EHave a high EQ (Emotional Quotient ) or cultivate it 努力提高自己的情商49医药代表的岗位职责及要求Learning Steps学习的步骤EImitate模仿EImprove改进EInnovate创新ECreate发明50医药代表的岗位职责及要求EQ-1. Self Awareness 自我了解EDefinitionE The ability to recognize and und
13、erstand your moods, emotions, and drives as well as their effect on others.有能力控制和调节自己的心情和 情绪不受他人影响或影响他人EHall marks ESelf confidence自信 ERealistic self-assessment符合实际的自我评估 ESelf deprecating sense of humor保持幽默感51医药代表的岗位职责及要求EQ-1. Self Regulation 自我调节EDefinitionE The ability to control or redirect disru
14、ptive impulses and moods.The propensity to suspend judgement-to think before acting. 有能力控制和改变自己冲动的 心情和情绪。同时要有“三思而 后行”的行为准则EHall marksE Trustworthiness and integrity. 可信及正直 E Comfort and ambiguity (ability to interpret in more than one way). 可塑性及灵活性 E Openness and change. 开放的和用于变革的52医药代表的岗位职责及要求EQ-3.
15、 Motivation 激励EDefinitionE A passion to work for reasons that go beyond money and status. 金钱和地位不是工作的主要目 的 E A propensity (normal tendency) to pursue goals with energy and persistence. 要坚持不懈的完成目标EHall marks EStrong drive to achieve. 强烈渴望成功的意愿 EOptimism, even in the face of failure. 要保持乐观，及时在失败面 前 EOr
16、ganizational commitment. 一切都以团队的利益为先53医药代表的岗位职责及要求EQ-4. EmpathyEDefinitionE The ability to understand the emotional makeup of other people. 了解他人情绪的能力 E Skill in treating people according to their emotional reactions. 根据人们的情绪反应，做出相 应的对待EHall marksE Expertise in building and retaining talent. 培养及挽留人才 E Cross-cultural sensitivity. 了解各种文化 E
