3 thoughts on “How to do the third -terminal pharmaceutical sales?”
Devin
The third terminal is efficiently developed and quantitative. If you are complex, you can write a book, but if you say it simple, you can say that you can think of the goods for activities.
D large activity and large sales volume, small activity and small sales, no activities and sales, a word break the opportunity, the relationship between activities and sales is so simple and rude.
The true meaning of the third terminal sales is just such a layer of window paper.
This boots will be asked. There are so many manufacturers engaged in activities. Is it necessary to use it? Many people know that they do n’t know why, the truth is very simple. Based on the activity, the promotion is the driving force, the whole staff acts, and the sweep -type single -piercing goods are not understood from the perspective of the customer, but from the perspective of management execution. Only to mobilize the enthusiasm of the team, to implement various strategies and policies, and to ensure the landing of sales.
. Therefore, there is a sentence in the third terminal: big live (moving) dare to do, small work (movement), the team has a living (movement), and you will not move. If you are in a panic, you will be chaotic (such as part -time).
The activity has many types. The academic associations, ordering meetings, customer festivals, summit forums, expert lectures, the most beautiful doctors, teacher training, company celebration, etc. From the beginning, you can plan a variety of activities, you can find an excuse to press the goods, and you can mobilize the initiative of the sales team.
A “three possession” rules for pressing the goods: possess customer funds, accounts for customer inventory, accounts for customers’ minds, literal meaning is easy to understand. Through pressure, occupying customer inventory and funds, causing customer prescription pressure The main thing is to combat the confidence of competitors.
The novices do third -terminal business. Every time I go to a customer, I will hear the customer say, not I don’t want to buy, you see that some manufacturers here are filled with the goods. I have no place to put the goods. Some novices are fragile and scare away without a month.
The veterans who do the third terminal know that the seasons of 3 to 4 times a year must be grasped. You must have a good time and you can relax for a year. Make money, and this trick is to press the goods with activities.
On how can we effectively plan activities to press the goods?
First, how to plan activities.这是个大命题，活动的形式多种多样，包括学术类、论坛类、评选类、节日类，策划活动5要素：活动由头（主题）、活动目标、活动行动方案、活动组织实施、活动评估与Improve.
Secondly, how to press the goods through activity. The activity and promotional shadow are inseparable. If there is activities, there must be promotions. The promotion is to press the goods, and the crushing requires the real gold and silver to let the customer. How to design the promotional policy and how much the cost of getting the policy is generally not a unified standard. According to the gross profit margin of your product, if you need to refer to the standard, it is generally about 10%.
In the following specific cases to analyze how to achieve large sales through large activities:
When a manufacturer, a province and district, consider the event for the event when the sales season is coming in September, consider the crushing of goods, and the goods are crushed. The company’s sales indicators were completed, so the team was convened to open the door for 2 days to plan a customer holiday event.
The specific scheme: XX Customer Customer Customer Festival activity
(1) Purpose: Press the goods when the peak season is coming
(2) Objective: 45 days before and after the event sell 3 million
(3) Strategy: 1. Customer Festival, expert academic lectures, lottery, party performances; 2. Invite 2 well -known experts in the province Treatment, 3, raffle: 15,800 yuan of goods, two standard atomizer tables, and can participate in the customer’s festival raffle on the day of the Customer Day. The first prize is a car worth 100,000 yuan. , All the total mobilization, all the teams do one vote.
(4) Action plan: (Limit, Something Something)
(5) Work division of labor and responsible person (limited by space, somewhere here) r r r r r r
(6) Internal team rewards and punishment measures: 1. The office completes 10 orders, rewarding 6 Apple mobile phones, the minimum internal control indicators are not completed, the customer participates in the security deposit, and the total of 30 orders will be completed. One Apple Computer has not completed the lowest internal control indicators. At the end of the year, the performance bonus deduction was 10%. 3. All members completed the goal. The provincial office asked all members to travel once.
(7) Activity guarantee measures 1. Careful planning to ensure that the activity is sufficient, 2. Mobilization meeting step by step to ensure uniform ideas, 3. Refine in invitations, and repeatedly train to ensure pull orders to pull orders. Success, 4. Establish an event WeChat group, and dynamically push orders and attend information in the group to create an atmosphere. 5. Open a management team phone meeting the next day to ensure that the follow -up is in place and the work is in place. Customers of transaction, enable plan B, pay 1,000 yuan in deposit. After participating in the conference, we agree with our academic training reinsurance.
(eight) Activity slogan: big activity and large sales volume to do a large vote.
The premise of pressing the goods is that the customer is familiar with the product, has a certain prescription foundation, dare to press the goods, otherwise, no matter how good you are, the customer dares not to rashly press the goods.
The activity forms are diverse and need to be analyzed specific planning, but no matter what activities, they must focus on customer needs. The demand is nothing more than three: fame, profit, or fame and fortune. Regarding the event planning, the author also has a special introduction in the future, which is skipped here.
The activity In order to press the goods, the goods are pressed in order to occupy customer funds and minds, and in order to suppress competitors, in summary, the third terminal sales are pressure goods, and the pressure on the goods depends on the activity. It is the eternal theme of the third terminal operation.
Marketing and sales are different. The purpose of marketing is to make sales unnecessary! If want to do a good job of medicine for medicine, you must first determine whether your product is circulating or the market. The person to go to the market, the cost is high, and the personnel are tired. Circus business will have strong network coverage and accompanying ability. . According to the terminal file and terminal classification, grab the B -level and return to the A machine. Clean market shock and return to market business channels. . Improve the soft terminal 1. Strengthen the training and customer relationship of VIP clerks. Increase the possibility of terminal interception and being intercepted by the terminal. 2. Terminal promotion to help pharmacy promotion activities. (Such as: rebate, gift, low -cost promotion, etc.). 3. Stimulate market consumption, promote and guide consumers to consume. (For example, the sales of Chinese medicines can be used to drive market demand). 4. The layout and maintenance, the product display must be conspicuous, the layout and maintenance of the POP, personnel and market maintenance. Increase the product’s first promotion rate and campaign rate.
Hanging to local commercial companies … In its delivery network · to select the right cooperative secondary business … Its delivery truck is found … and then select the target store or something … In internal invoicing of pharmaceutical companies to listen to promotion … Gift invoicing listening to promotion …
The third terminal is efficiently developed and quantitative. If you are complex, you can write a book, but if you say it simple, you can say that you can think of the goods for activities.
D large activity and large sales volume, small activity and small sales, no activities and sales, a word break the opportunity, the relationship between activities and sales is so simple and rude.
The true meaning of the third terminal sales is just such a layer of window paper.
This boots will be asked. There are so many manufacturers engaged in activities. Is it necessary to use it? Many people know that they do n’t know why, the truth is very simple. Based on the activity, the promotion is the driving force, the whole staff acts, and the sweep -type single -piercing goods are not understood from the perspective of the customer, but from the perspective of management execution. Only to mobilize the enthusiasm of the team, to implement various strategies and policies, and to ensure the landing of sales.
. Therefore, there is a sentence in the third terminal: big live (moving) dare to do, small work (movement), the team has a living (movement), and you will not move. If you are in a panic, you will be chaotic (such as part -time).
The activity has many types. The academic associations, ordering meetings, customer festivals, summit forums, expert lectures, the most beautiful doctors, teacher training, company celebration, etc. From the beginning, you can plan a variety of activities, you can find an excuse to press the goods, and you can mobilize the initiative of the sales team.
A “three possession” rules for pressing the goods: possess customer funds, accounts for customer inventory, accounts for customers’ minds, literal meaning is easy to understand. Through pressure, occupying customer inventory and funds, causing customer prescription pressure The main thing is to combat the confidence of competitors.
The novices do third -terminal business. Every time I go to a customer, I will hear the customer say, not I don’t want to buy, you see that some manufacturers here are filled with the goods. I have no place to put the goods. Some novices are fragile and scare away without a month.
The veterans who do the third terminal know that the seasons of 3 to 4 times a year must be grasped. You must have a good time and you can relax for a year. Make money, and this trick is to press the goods with activities.
On how can we effectively plan activities to press the goods?
First, how to plan activities.这是个大命题，活动的形式多种多样，包括学术类、论坛类、评选类、节日类，策划活动5要素：活动由头（主题）、活动目标、活动行动方案、活动组织实施、活动评估与Improve.
Secondly, how to press the goods through activity. The activity and promotional shadow are inseparable. If there is activities, there must be promotions. The promotion is to press the goods, and the crushing requires the real gold and silver to let the customer. How to design the promotional policy and how much the cost of getting the policy is generally not a unified standard. According to the gross profit margin of your product, if you need to refer to the standard, it is generally about 10%.
In the following specific cases to analyze how to achieve large sales through large activities:
When a manufacturer, a province and district, consider the event for the event when the sales season is coming in September, consider the crushing of goods, and the goods are crushed. The company’s sales indicators were completed, so the team was convened to open the door for 2 days to plan a customer holiday event.
The specific scheme: XX Customer Customer Customer Festival activity
(1) Purpose: Press the goods when the peak season is coming
(2) Objective: 45 days before and after the event sell 3 million
(3) Strategy: 1. Customer Festival, expert academic lectures, lottery, party performances; 2. Invite 2 well -known experts in the province Treatment, 3, raffle: 15,800 yuan of goods, two standard atomizer tables, and can participate in the customer’s festival raffle on the day of the Customer Day. The first prize is a car worth 100,000 yuan. , All the total mobilization, all the teams do one vote.
(4) Action plan: (Limit, Something Something)
(5) Work division of labor and responsible person (limited by space, somewhere here) r r r r r r
(6) Internal team rewards and punishment measures: 1. The office completes 10 orders, rewarding 6 Apple mobile phones, the minimum internal control indicators are not completed, the customer participates in the security deposit, and the total of 30 orders will be completed. One Apple Computer has not completed the lowest internal control indicators. At the end of the year, the performance bonus deduction was 10%. 3. All members completed the goal. The provincial office asked all members to travel once.
(7) Activity guarantee measures 1. Careful planning to ensure that the activity is sufficient, 2. Mobilization meeting step by step to ensure uniform ideas, 3. Refine in invitations, and repeatedly train to ensure pull orders to pull orders. Success, 4. Establish an event WeChat group, and dynamically push orders and attend information in the group to create an atmosphere. 5. Open a management team phone meeting the next day to ensure that the follow -up is in place and the work is in place. Customers of transaction, enable plan B, pay 1,000 yuan in deposit. After participating in the conference, we agree with our academic training reinsurance.
(eight) Activity slogan: big activity and large sales volume to do a large vote.
The premise of pressing the goods is that the customer is familiar with the product, has a certain prescription foundation, dare to press the goods, otherwise, no matter how good you are, the customer dares not to rashly press the goods.
The activity forms are diverse and need to be analyzed specific planning, but no matter what activities, they must focus on customer needs. The demand is nothing more than three: fame, profit, or fame and fortune. Regarding the event planning, the author also has a special introduction in the future, which is skipped here.
The activity In order to press the goods, the goods are pressed in order to occupy customer funds and minds, and in order to suppress competitors, in summary, the third terminal sales are pressure goods, and the pressure on the goods depends on the activity. It is the eternal theme of the third terminal operation.
Marketing and sales are different. The purpose of marketing is to make sales unnecessary!
If want to do a good job of medicine for medicine, you must first determine whether your product is circulating or the market.
The person to go to the market, the cost is high, and the personnel are tired. Circus business will have strong network coverage and accompanying ability.
. According to the terminal file and terminal classification, grab the B -level and return to the A machine. Clean market shock and return to market business channels.
. Improve the soft terminal
1. Strengthen the training and customer relationship of VIP clerks. Increase the possibility of terminal interception and being intercepted by the terminal.
2. Terminal promotion to help pharmacy promotion activities. (Such as: rebate, gift, low -cost promotion, etc.).
3. Stimulate market consumption, promote and guide consumers to consume. (For example, the sales of Chinese medicines can be used to drive market demand).
4. The layout and maintenance, the product display must be conspicuous, the layout and maintenance of the POP, personnel and market maintenance. Increase the product’s first promotion rate and campaign rate.
Hanging to local commercial companies …
In its delivery network ·
to select the right cooperative secondary business …
Its delivery truck is found …
and then select the target store or something …
In internal invoicing of pharmaceutical companies to listen to promotion …
Gift invoicing listening to promotion …