论医药代表销售技巧

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1、河南农业大学华豫学院毕业论文论医药代表销售技巧院系名称工商管理姓　　名刘庆智学　　号09206090专　　业市场营销指导教师王金献目录摘要：··························3引言：··························3一、医药代表的含义与本质························41-1医药代表的含义探讨··························41-2医药代表的本质······························4二、医药代表的自我修炼·

2、·························42-1扎实的内功······························42-2刚柔相齐的外功，提高自身素质············52-3内外兼修，建立独特的平易性··············5三、做好医药代表的销售礼仪···················5四、如何消除医生的顾虑·······················64-1信服感·······························64-2求知欲··················

3、··············64-3·不同类型的医生采取不同的沟通方式·········6五、拜访客户的技巧·················65-1金钱······················65-2真诚的赞美······················75-3利用好奇心······················75-4向顾客提供信息及请教客户········7六、做好总结·····························7参考文献······························

4、·····8谢辞·······································8完成于3月25号摘要医疗体制的深入改革直接影响到几十万医药代表的生存发展，医院高高挂起的“免”字招牌．依然触动着医药代表的神经，作为医药企业终端销售工作的重要环节，如何摆脱目前的困难局面，在竞争激烈的市场自由状态下。医药代表又处于怎样的地步？医药代表如何才能在激烈竞争中站稳脚步？将是现阶段医药领域销售工作的首要任务。本文在此详细介绍了中国目前医药代表的处境，同时就此简要分析了医药代表行业出现的问题，以及想要在未来

5、走的更好必须要解决的行业弊端和医药代表自身的对策。关键词：医药代表，价值，问题，新出路SummaryDepthreformofthehealthcaresystemdirectlyaffectsthesurvivalofhundredsofthousandsofrepresentativesofthedevelopmentofmedical,hospitalinaccessible"free"Banner.Medicalrepresentativesarestilltouchedthenerve,aspha

6、rmaceuticalcompaniesanimportantpartoftheterminalsales,howtogetridofthecurrentdifficultsituation,inacompetitivefreemarketstate.Pharmaceuticalrepresentatives,butatwhatpoint？MedicalRepresentativesHowcanafirmfootinginthefiercecompetition?Thefieldofmedicinewill

7、besoldatthisstagetheprimarytask.ThispaperdescribesindetailChina'scurrentsituationofmedicalrepresentatives,andwanttogointhefuturetobetteraddresstheindustryneedtodefects.Keywords:MedicalRepresentative，Value，Problem，Newoutlet引言医药市场有两大终端——医药和药店。近年来由于国家的政策变化、宏观

8、调控力度和日渐饱和的终端市场让不少药品生产企业喝批发企业伤透了神。抓住了终端就抓住了市场，这是众多医药企业形成的共识。众多的市场大军来抢占零售终端这块蛋糕时，药店上到经理，下到柜台营业员，对那些每日众多的，频繁出入药店店堂的终端工作人员，司空见惯，爱理不理；经常遭白眼，吃闭门羹。因此许多终端工作人员觉得工作无从下手。一、医药代表的含义与本质1-1医药代表的含义探讨医药代表是负责相关药品的推广工作的人员，有些负责医