Challenges facing pharmaceutical sales

Pharmaceutical Sales Opportunities

How to build relationships with target customers

Ways to build interpersonal relationships

Judgment of importance of product usage relationship

measurement of relationship

Key point management of rapid pharmaceutical development

Hospital development object selection

Key People and Key Opinion Leaders

How to increase our influence

Development of key high-end customer resources Close people, insiders, peers

Individual and group behavior 1. Individual attributes of people 2. Tiger-shooting attributes of people

Awareness of the role of key customers; 1 personal interest, 2 social human body

Interest points and identification points: the tendency of key people to accept the product, and the tendency of key people to show behavioral recognition to other relevant people.

Measurement of product recognition 1. Key people’s recognition of product features and benefits

Measurement of confidence indicators 1. Disagree Basically agree Strongly agree Strongly agree

What determines your sales results 1. Customer’s perception 2. Customer’s mind and behavior

Key points in the prescription development and dosage process: dosage process and purchase and use process Awareness Interested Trial Conservative Second-line First choice

Three stages of academic promotion of prescription increase: 1. Arouse the interest of doctors' needs; 2. Find the relevance of the treatment concept; 3. Arouse the willingness of doctors to choose.

Interest of doctor’s needs 1 Demand behavior 2. Implementation Points Needs Gap 3, Urgency

Enhance doctors’ sense of gap 1. Drug factors 1. Existing drugs cannot completely solve the treatment problem 2. New drugs are more effective than existing drugs 3. Easy to use 4. Better safety 5. More cost-effective

Implementation points to improve “urgency” 1. Pain method 2. Comparison method 3. Envision method 4. Influence method

Understand doctors’ selective views 1 Effective communication with doctors Reasons for choice Opinion Points of choice

Implementation points 1. Core points of concern to prescribers 2. Reasons for concern 3. What is not good for/good for us 4 What needs to be strengthened? What needs to change?

Interest points and identification points 1. Personal interests and the tendency to accept the product 2. Social recognition The tendency of key people to show specific behavioral identification with the product to other relevant people

Willingness to choose cooperation Implementation points Understand the doctor’s personal interests Pay attention to the doctor’s typical sense of social identity

Three steps for academic promotion of prescription dosage: 1. Arouse the interest of doctors’ needs; 2. Find the relevance of treatment concepts; 3. Stimulate doctors’ willingness to choose.

Execution of value marketing and precise sales process