Personal work summary and plan model of pharmaceutical sales staff
20 19 years have gradually gone. Summarizing this year's drug sales can better prepare for next year's work.
First, strengthen study and constantly improve ideological and professional quality.
There is no end to learning, and there is no end to learning. Only by constantly charging can we maintain business development. Therefore, I have been actively studying. Over the past year, the company has organized computer training, medical knowledge theory and various learning lectures, and I have participated in them seriously. By learning knowledge, I can establish an advanced working concept and make clear the direction of my future work. With the development of society and the update of knowledge, I am also urged to keep learning. Through these learning activities, I have continuously enriched myself, enriched my knowledge and insight, and prepared for better work practice.
Two, realistic and innovative, conscientiously carry out the work of drug investment.
Investment promotion is the primary task of the Investment Promotion Department. Although the investment promotion work of 20 19 has not developed by leaps and bounds, we also have small innovations in reality. Our company's agents are scattered, and most of them are customers doing terminal business. This governance is also very troublesome, and the price will be chaotic, which will affect the business of the business manager. Therefore, we will transfer some retail investors to local business managers for governance, which will correspondingly reduce a lot of waste and shortage; Select some products for business managers to attract investment locally. Business managers know the situation of agents very well, so they can not only recruit satisfactory agents, but also expand investment promotion and improve the overall sales of the company.
Third, work hard and complete the work assigned by the company.
Although this year's investment promotion work has not experienced great ups and downs, it is also very complicated, including the mailing of customer information, the telephone call back before and after the customer's sales, the inspection of agents, and the daily chores of customers, such as inspection, fax information, market business coordination, etc., all need to be carefully completed by the staff. For every task assigned by the company, I use my enthusiasm to complete it, and I can basically be "diligent, high-quality and efficient".
Fourth, strengthen reflection and sum up the gains and losses of work in time.
Reflecting on this year's work, while enjoying the achievements, I am also thinking about the shortcomings in my work. Disadvantages are as follows:
1, the research on drug investment promotion is not deep enough, and the thinking on investment promotion practice is not enough, so it is impossible to record some ideas and problems of drug investment promotion in time for reflection.
2. In terms of drug investment promotion, I intensified my study on drug investment promotion this year, and carefully studied some theoretical books on drug investment promotion, but the application in work practice was not in place, and the research was not detailed and practical enough to achieve my goal.
3. I don't have my own ideas on investment promotion. In the future, I will try my best to find out some ways to attract investment in drugs, and do my bit to create a new world of drug investment in our company.
4. Old work concept, no advanced work concept, low work enthusiasm, no 100% investment, no tension and relaxation. The "concept change" is not in place, and the work is rigidly adhered to the habit. Bad work habits and styles on weekdays are hard to get rid of. 2 1 century today, as a new supplementary force of the company, "changing ideas" is also our top priority.
Model essay on personal work summary and plan of pharmaceutical sales personnel II
In the past two months, through the joint efforts of our team, our company's product popularity has gradually been recognized by customers in Xiangtan market. Good after-sales service and excellent product quality have won unanimous praise from customers, as well as valuable sales experience and some successful customer cases. This is what I think we have done well, but there are still great problems in our work in other aspects. Personal sales analysis is as follows:
1. The following are the sales of our newly hired team in the past two months:
Judging from the sales performance in these two months, our work is not good, which can be said to be a big failure in sales. There are many brands in Xiangtan market. Due to the early entry into Xiangtan market, the product price is chaotic, which has caused great pressure for us to open up the market.
Second, although there are some objective factors, there are also great problems in other practices in the work, mainly in:
1) There are too few basic customer visits in sales work. The newly hired team started work in mid-May this year. At the beginning of my work, there were 200 recorded customer visits and 270 non-recorded summary visits. In general, calculate the number of customers visited by a salesperson in a day. Judging from the above figures, our basic work of visiting customers has not been done well.
2) communication is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to suggestions made by customers. We don't know how well customers know or accept our products when conveying product information.
3) There is no clear goal and detailed plan for the work. Sales staff have not developed the habit of writing work summaries and plans, and sales work is in a laissez-faire state, which leads to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours, and chaotic work situation.
4) The development of new business is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.
Third, the market analysis
Xiangtan market is crowded now, but it is mainly a company. Now our products are first-class products in terms of product quality and function.
The market is good and the situation is grim. Xiangtan Jiuhua Market can be summarized by this sentence. Today, with the rapid development of science and technology, the second half of the year is very promising. If we don't do a good job in the market in the second half of the year and seize this opportunity, we are likely to lose this opportunity and never have a chance to be a Jiuhua market.
Four. XXX work plan for the second half of the year
In the work plan for the second half of the year, the following tasks are taken as the main tasks:
1) Establish a relatively stable sales team that is familiar with the business.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team in the second half of the year.
2) Improve the sales system and establish a clear and systematic business management method.
Sales management is a long-standing problem in enterprises. The salesperson went out to visit and found that the customer was in a laissez-faire state. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
3) Train sales staff to find problems, sum up problems and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their professional ability to a new level.
4) Sales target
The most basic sales target in the second half of the year is to have an insurance policy every month. According to the sales task issued by the company, the task is divided into month, week and day according to the specific situation; Divide the monthly, weekly and daily sales targets into each salesperson to complete the sales tasks in each time period. And improve sales performance on the basis of completing sales tasks. In the second half of the year, I submitted to the company leaders that I would build a team of 50 people in Jiuhua.
I think the development of the company in the second half of the year is inseparable from the overall quality of employees, the company's guidelines and team building. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work.
The above are my immature suggestions and views on the sales work plan for the second half of the year. Please forgive me if there is anything wrong.
Model essay on personal work summary and plan of pharmaceutical sales personnel 3
Unconsciously, a busy year has passed. In this strange city, it seems that a year has passed faster, which makes people a little reluctant to believe.
20 19 I learned a lot. I thank the enterprises that accepted my work, my leaders, my colleagues, my friends and my customers. Because of their help, trust, recognition and encouragement, I can love my work more and work harder.
Sales is a competitive industry, and it is also an industry that can exercise people. When I first started working, I really had no confidence. Instead of rising, my grades are declining. I don't know what else I can do except visit and publicize every day. When two months have passed, I can't say that I am a new employee. I am already familiar with the market, and I should be familiar with most customers. But when the sales list comes out at the end of the month, I always dare not report to the supervisor as soon as I get the bill, because it is not an exciting report card. When I got the bill, I became preoccupied and walked on the road, thinking about my lines and how to call the director. Therefore, I often can't think of any reason to protect this failed report card to ensure that I don't accept criticism. Often the director calls the next day to ask, so I have to tell the truth. Of course, criticism is inevitable.
It was always difficult to sleep at night at that time. I lay in bed, with the lights off and my eyes open, looking at the faint light oozing out, and I didn't feel sleepy at all. I'm thinking about what to do tomorrow, who to see, what to say to them, and what kind of results I hope to get. I think about these problems every night, and I do it every day. But I don't know if my grades can go up like this. At that time, the director said that if I couldn't meet the requirements of the company after the three-month probation period, I would either change the market for me or leave. I remember that when I was discussing this issue with the director, my nose was sore, and I usually didn't talk under such circumstances. After the director finished speaking, my heart calmed down. I asked seriously, hoping he could give me another month. Seriously, I hope he can give me another month.
However, I still hope that with my efforts, I can achieve better results and continue this job. I have trudged through the third month with the burden of being fired. Finally, when the report card came out at the end of the month, I got a call asking me to get the bill. When I was asked urgently, he joked that the company would give me a bonus this month and told me the figures. I jumped up in the room and rushed to my forehead excitedly, despite that. At this time, I still dare not call the director at the first time because I don't know how to tell him. I am afraid that I will be proud when I am excited, and I am afraid that I will misunderstand when I am calm. I didn't tell him until the next morning when I went to the pharmaceutical factory to call the director and he asked me. I remember he said three words at that time, which was not bad. This is a compliment and an encouragement to me, because the director has never praised me before, so I am in awe of him.
I still dare not relax. With this encouragement, I worked harder and my grades improved in the next two months. However, the good times did not last long. Two months later, my grades plummeted in September and 10, and my life returned to the past and became tense. However, in 165438+ 10, there was another turning point, and the amount was returned, which became a kind of self-encouragement after failure. In this way, life continues to change as always, but what can't be changed is the attitude towards work. In any case, every working day is unbearable. Because competition is everywhere, as long as competitors see a loophole, it will definitely interfere with your balance. Of course, without competition, there will be no motivation and no market.
Finally, thank you again for your leaders and colleagues. I will use my actual performance to make the sales performance by going up one flight of stairs!
Summary and Plan of Salesman's Personal Work
This is the fifth year that I joined PICC P&C family in XXX. In this short time, I deeply feel that XXX is a year of rapid development of Bishan Branch. Under the correct leadership of the manager's office, and with the joint efforts of all departments and staff, the branch has fully completed the annual task. As a member of Bishan Company, I am proud of it, and the development of the company is inseparable.
I. Personal development and work completion:
In one of my years, my work was divided into two stages. In the first half of the year, I mainly did group training and agency services in the sales department. In the second half of the year, he began to manage Dingjia Marketing Service Department. The annual task target of our sales department is 654.38+045,000. By the beginning of 10, the annual task has been completed. By the end of February, the premium income of our department was about 654.38+3654.38+0, which exceeded the task target by about 25%. In one year, the department gave me a task target of 320,000. By the end of 65438+February 3 1, I had completed the premium income of 620,000 yuan (including motorcycle 1.7 million yuan), excluding new motorcycle business, which was calculated as 450,000 yuan, exceeding the planned target by 40%, with a year-on-year increase of 60% for 280,000 yuan. In addition, Dingjia Marketing Service Department completed the annual premium task of about 465,438+0.7 million, up by 65,438+0.9% year-on-year, and completed the premium plan for the third and fourth quarters issued by the company and departments.
The following is my specific work performance:
I strengthened my political belief ideologically, persisted in studying political theory, actively approached the Party organization and wrote ideological reports regularly. Under the conscious training and tempering of the Party organization, I became a preparatory party member gloriously on June 9, 2008. This urges me to keep learning scientific theoretical knowledge, blaze new trails, keep pace with the times, and practice my commitment to my ideals with practical actions.
Study hard at work, study hard and actively demand progress. As a group training post, I know the importance of doing a good morning meeting. In order to improve the quality and enrich the form of the morning meeting, I put learning first, cherish every opportunity for the city company to organize learning, discuss with peers and strengthen the skills of group training; Use all the time to strengthen their own learning and improve their own quality, such as reading a lot of books on marketing management and insurance knowledge, listening to expert lectures, logging on insurance-related websites to collect information, and learning ppt production; In order to ensure the smooth organization process and accurate expression of the morning meeting, in addition to making full preparations for the content, we should also consider the lecture notes, keep practicing, cut down the time, and adjust the speech speed and expression. Every morning meeting is well thought out and carefully prepared. At the same time, I have done a good job as an agent, helping them fill in the bill, calculate the premium, explain the business, analyze the needs and cooperate with customers, and established a good relationship with them, which also laid the foundation for my work in Dingjia Marketing Department. After Dingjia Marketing Service Department was put into operation, I devoted myself to grassroots marketing. Everything is difficult at the beginning? As a pilot of the company, the Marketing Service Department has no previous experience to learn from, and the staffing is not in place (referring to the fact that the pre-contract personnel are not in place), so I go to the market alone, distribute leaflets, visit customers, and work part-time in the back office and the field. According to the custom of villages and towns, they sometimes go early, hand out leaflets and then rush back to the marketing department to sign the bill. On weekends, they run several towns a day; Sometimes customers arrive just after work, and I won't refuse or complain. After handling the business for customers with enthusiasm and thoughtfulness, I dragged my tired body home with the night. At the same time, he also accompanied the agent to do exhibitions, check risks, cooperate with the filling and delivery of bills, and do a good job for customers. When there are contradictions among marketers, they should actively communicate to solve problems and improve their loyalty. Many holidays and weekends also work overtime to provide good services for marketers. After the opening of Dingjia Marketing Service Department, in less than five months, it realized the premium income of 2 million yuan, realized the business growth of 35%, and completed the stage premium task assigned by the superior efficiently and with high quality. In addition, it also strengthens the training of newcomers and marketers, and conducts one-on-one training for new signing personnel who enter the marketing service department. Through systematic study of theory and operation, ticket signing personnel have mastered the relevant regulations and can sign tickets skillfully; In daily business or private life, we often contact people who meet the requirements of increasing staff and tap prospective employees. In the work, this spirit of daring to innovate, dare to fight hard, be serious and responsible, and bear hardships and stand hard work has also been recognized by everyone.
Positive and enthusiastic about life, all-round development. I actively participate in various activities of the municipal branch and its subsidiaries. In the debate contest held by the city branch summit, my team won the first place in the debate topic "Who gives priority to the development of price strategy and service strategy" with excellent results; As a member of the League branch, he also actively organizes members to carry out various activities. On May 4th Youth Day, Tongliang Sub-branch organized a visit to Qiu Memorial Hall. As a member of the trade union, I conceived the relevant activity plan from the immediate interests of employees. In the "employee sports skill competition", I carefully planned and formulated rules to ensure the implementation of the activities.
Second, the existing problems and deficiencies
In a certain year's work, I have made some achievements and improved my ability, but there are still many shortcomings:
1, thinking is not liberated enough, and doing things is not bold enough. Whether it is the group training or the management of the marketing department, the pace is limited by thoughts and horizons. They dare not boldly imagine everything, are too cautious, and are used to relying on experience and judgment.
2, not good at reasonable allocation of time, so that in the complicated affairs, I didn't take enough time to strengthen my study and my own quality.
3. Management experience is not very rich, and the artistry and skill of management need to be strengthened and improved. Because the management time is not long, management ability is still lacking. I hope the leaders can give me more advice and criticism in the future, so that I can gradually improve my management ability and work level.
4. I don't have enough communication with various departments and colleagues. I hope to increase communication opportunities through various activities of the company.
Third, the working ideas and prospects for a certain year
So-and-so year is a year for our company to seek development and make great strides. Work will be more difficult, and fierce competition will bring us more pressure. We should face the reality, turn pressure into motivation, and exchange continuous progress for greater development. In the new year, I will start from the following aspects:
1, enhance the awareness of active learning. Arrange time reasonably at work, strengthen self-study, and constantly improve professional quality and management ability.
2. Pay attention to team consciousness and overall situation consciousness. Work actively, face difficulties and pressures correctly, actively seek solutions, and strengthen the team building of marketing service department.
3. Deeply understand the life, work and study of marketers, change the display mode of marketers from the perspective of innovation and development, and improve their work efficiency and loyalty.
4. Strengthen the management of departmental marketing personnel, ensure the stable and orderly development of departmental business, and strive to fully complete all the task indicators issued by the company.
5. Raise the threshold, broaden the channels, increase the recruitment of marketing personnel, and attract outstanding social talents to join our marketing team in line with the principle of "Que Ning is not rotten, and the best is employed". At the same time, strengthen the training of department personnel.
Finally, I believe that we will do better in a certain year, and Bishan Branch will be more brilliant tomorrow!