Medical representative: the product does not eliminate the rice bowl is still there.

For most device vendors in the first half of 2020, lost patients, ultra-low surgical rates and a backlog of inventory have reduced performance by at least 30 percent.
The epidemic began to improve, the volume of surgery has just begun to pick up, a wave of belt procurement, centralized procurement, alliance procurement straight out of supplies - the purpose is very clear, further squeeze middleman profits, reduce hospital procurement documentation, promote universal health care.
poor performance so that sales without bonuses, some hurt the basic salary, with volume procurement directly determine the company in this area also need you.
year is not as intense as this year, in previous years, if the sales work is not done well, the impact on sales is to eat beef or pork difference.
if the sales work is not done well this year, there is a difference between eating or not eating.
impact of the outbreak is temporary and less reversible.
so face with volume procurement, in addition to follow national policy, corporate government affairs, bidding department, marketing department strategy, as a regional sales representative, you should be the most force.
because once a product is out of the market, it means that there is no need to have a sales representative in the area, then helping the product to bid at a reasonable price is a responsibility to keep the job.
sales representative of consumables under the purchase of the belt volume, the following three basic points should be done to preserve the product's share in the region.
Clear product market share, hospitalization price and other regional conditions for supplies sales representatives, especially the product regulations are more fine, the number is more, the admission price of their own region, usually should manage dealers, the price should be maintained in a marketing department / tender department recommended interval, do not because of the interests of the time, in some hospitals sold low prices.
because with the unification of the country's price management (now unified networking), once which low price is collected, it may pull down prices across the country.
in the volume of procurement, but also will first pull to the entire price of the product in the entire region, find the lowest one, directly ask you to drop 30% and so on different requirements.
as sales, maintenance of the price system is one of the tasks, a reasonable price, to benefit the national sales of their own.
their own products in the province and city market share, in the end occupy the market how much proportion, the whole market plate how big, in the end how much share, to do a number of hearts.
, if it is a high share of the product, then naturally more or less by the customer and the panel of experts recognized, relatively advantageous.
on the other hand, when the company is considering whether to purchase this product in quantity, you give the company a correct data, as a basis for judgment, but also a great help to the company's general consideration.
to understand the situation of the competition, reasonable speculation of the corresponding strategy of the competition confidante, a hundred wars are not lost.
market is complex, import competition has been listed, domestic competition is springing up like a price war around each other.
sales representatives often have approximate numbers of core competitors, sales volume, sales force layout, price, dealer channel situation, market share.
, but with volume procurement talk is the volume of exchange price, in these two years, the situation of the sudden rise is not uncommon.
is often commonly used in the middle, or did not talk about a large number, but market awareness in general, but the quality of feedback in the committee of experts can still be manufacturers, occasionally there will be windfalls.
therefore need to have a clear understanding of the competition, in the volume of procurement, a reasonable estimate of their corresponding strategy.
the bidding will not bargain, waiting for negotiations? Or will we accept the government's terms and agree to the price reduction in the first round? What work did they do, how much was the product recognized in the region, and what was the price? Temporary holding Buddha's feet too late, information collection is not so easy, work to do in peacetime.
otherwise discuss strategy with the company, two eyes a smear, how to give management the correct information to do reference? Maintain and active communication with experts on this, general sales have a sense, ordinary academic promotion is good, do business relations are also good, can not bypass the region's main committee level of communication.
in the collection, there will be a large experts as a committee of experts to review, their product needs, product evaluation is very important.
In the discussion, I hope they help talk is on the one hand, the most important thing is that the expert's news faster than ours, understand the specific bargaining details, such as how many rounds, there is no interview opportunity, can you bring mobile phones, this information notice will not have.
so to do the product is to do expert recognition.
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