项目十三医药招商代表工作实务ProgramWorkPracticeofPharmaceutic

项目十三医药招商代表工作实务Program13WorkPracticeofPharmaceuticalInvestmentPromotionRepresentative医药招商代表工作概述，能够理解医药招商代表的岗位定位和工作职责Workoverviewofpharmaceuticalinvestmentpromotionrepresentative,andunderstandingitsjoborientationandresponsibilities医药招商代表的工作特点、职业素质和能力Workcharacteristics,professionalqualityandabilityofpharmaceuticalinvestmentpromotionrepresentative运用医药招商代表的知识分析医药招商工作案例，为后续学习奠定基础Takingadvantageofpharmaceuticalinvestmentpromotionrepresentativetoanalyzepharmaceuticalinvestmentpromotionworkcases,soastolayafoundationforfollow-uplearning掌握Tomaster熟悉Tobefamiliar学会Tolearn学习目标LearningObjectives思维导图MindMap医药招商代表工作实务

WorkPracticeofPharmaceuticalInvestmentPromotionRepresentative医药招商代表工作概述Workoverview医药招商代表的职业能力Professionalability岗位定位

Joborientation

工作职责

Jobresponsibilities

工作特点

Jobcharacteristics职业素质

ProfessionalQuality市场情报收集能力

Marketintelligencecollectionability分析判断和说服能力Analysis,judgmentandpersuasionability寻找和筛选客户能力Customeridentificationandchoosingability沟通与谈判能力Communicationandnegotiationability法规运用能力

Abilitytoapplylawsandregulations任务二医药招商代表的职业能力Task2

ProfessionalAbilityofPharmaceuticalInvestmentPromotionRepresentative医药招商代表的职业能力ProfessionalAbilityofPharmaceuticalInvestmentPromotionRepresentative市场情报收集能力Marketintelligencecollectionability一分析判断和说服能力Analysis,judgmentandpersuasionability二寻找和筛选客户能力Customeridentificationandchoosingability三医药招商代表的沟通与谈判能力Communicationandnegotiationability四医药招商代表的法规运用能力Abilitytoapplylawsandregulations五医药招商代表的职业能力ProfessionalAbilityofPharmaceuticalInvestmentPromotionRepresentative管理和服务能力Managementandserviceability一1发现和把握机会的能力Abilitytoidentifyandseizeopportunities二2发现危机和化解危机的能力Abilitytoidentifyandsolvecrises三3学习能力Learningability四4除此之外，医药招商代表还应当具备其他能力Otherresponsibilities岗位对接Jobdocking医药招商与医药代表Pharmaceuticalinvestmentpromotionandpharmaceuticalrepresentative医药招商的销售模式只要是药品生产厂家同代理商之间的销售即药品厂家以底价的形式卖给代理商并签订一系列合同。如代理区域、代理价格等。Thesalesmodeofpharmaceuticalinvestmentpromotionmainlyincludesthesalesbetweenpharmaceuticalmanufacturersandagents.Thatis,pharmaceuticalmanufacturerssellproductstoagentsinbottompriceandbothpartieswillsignaseriesofcontracts,suchasagencyarea,agencypriceandsoon.因此，医药招商的工作内容主要是寻找合适的代理商，然后进行谈判签单，发货，最后是例如产品资料、产品技术、产品市场和价格维护等的后续支持。Therefore,pharmaceuticalinvestmentpromotionworkmainlyincludessearchingforsuitableagents,negotiating,signing,anddeliveringgoods.Finally,itwillprovidefollow-upsupportsuchasproductinformation,producttechnology,productmarketandpricemaintenance.医药代表是一种职业，也有医药销售的意思Pharmaceuticalrepresentativeisaprofession,whichalsoincludespharmaceuticalsales.其主要工作是药厂或者药物代理公司到医院去推销药品。Themajorjobistosellmedicinestohospitalsbypharmaceuticalcompaniesoragencies.一般对象是医院科室、主管部门等。Theobjectsarehospitaldepartmentsandcompetentdepartmentsingeneral.如果是OTC的话需要做好日常工作，监督药品去向，维护市场等。IncaseofOTC,dailyworkshouldbedone,suchasmonitoringthewhereaboutsofmedicinesandmarketmaintenance.岗位对接Jobdocking思考题Thinking请谈谈你对医药招商代表工作的理解。Pleasetalkaboutyourunderstandingofworkofpharmaceuticalinvestmentpromotionrepresentative.1医药招商代表和医药代表有区别吗？Isthereanydifferencebetweenpharmaceuticalinvestmentpromotionrepresentativeandpharmaceuticalrepresentative?2如何成为一名合格的医药招商代表？Howtobeaqualifiedpharmaceutic