|
|
<section class="" label="Copyright ? 2015 Yead All Rights Reserved." style="max-width: 100%; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-right: auto; margin-left: auto; max-width: 100%; clear: both; overflow: hidden; box-sizing: border-box !important; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><section style="margin-left: 3px; max-width: 100%; display: inline-block; width: 656.594px; box-sizing: border-box !important; word-wrap: break-word !important;"><section style="margin-left: 26.25px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; width: 36px; height: 60px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 105, 31);"></section><section class="" style="max-width: 100%; width: 0px; height: 0px; border-left-width: 18px; border-left-style: solid; border-left-color: transparent; border-right-width: 18px; border-right-style: solid; border-right-color: transparent; border-top-width: 18px; border-top-style: solid; border-top-color: rgb(255, 105, 31); box-sizing: border-box !important; word-wrap: break-word !important;"></section></section><section style="margin-top: -75px; padding: 10px 10px 10px 131.313px; max-width: 100%; min-height: 76px; -webkit-tap-highlight-color: transparent; box-shadow: rgb(120, 120, 120) 0px 2px 10px; line-height: 30px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important;"><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">做医疗器械销售，这三个人你都不会拜访？千万不要说你是做医疗器械销售的！</span></p></section><section style="margin-left: 26.25px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; width: 36px; height: 40px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 105, 31);"></section><section style="margin-top: -18px; max-width: 100%; width: 0px; height: 0px; border-left-width: 18px; border-left-style: solid; border-left-color: transparent; border-right-width: 18px; border-right-style: solid; border-right-color: transparent; border-bottom-width: 18px; border-bottom-style: solid; border-bottom-color: rgb(255, 253, 253); box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></section></section></section></section><p><br /></p><section class="" label="Copyright ? 2015 Yead All Rights Reserved." style="max-width: 100%; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; width: 670px; border-top-style: solid; border-top-width: 1px; border-color: rgb(255, 105, 31); display: inline-block; box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="padding: 10px; max-width: 100%; color: rgb(255, 255, 255); display: inline-block; border-bottom-left-radius: 10px; border-bottom-right-radius: 10px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 105, 31);"><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; box-sizing: border-box !important; word-wrap: break-word !important;">拜访主任</p></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">①拜访主任，方法有很多，你可以先搜集一些资料或者直接拜访，难度系数不是特别大，但拜访这东西，小编觉得还是要看天赋的<span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">~</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"> </span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">②在所有的人员关系中，主任的拜访次数应该是最多的，并且在拜访的过程中要有计划和针对性，千万不要做徒劳功夫，做笔记也是非常重要的！</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"></span></p><p><br /></p><section class="" label="Copyright ? 2015 Yead All Rights Reserved." style="max-width: 100%; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-right: auto; margin-left: auto; max-width: 100%; border: none; display: inline-block; width: 670px; box-sizing: border-box !important; word-wrap: break-word !important;"><section style="max-width: 100%; font-size: 18px; letter-spacing: -2px; float: left; box-sizing: border-box !important; word-wrap: break-word !important;"><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: bold; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.7; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.5; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.3; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span></section><section class="" style="margin-left: 5px; max-width: 100%; color: rgb(255, 105, 31); float: left; box-sizing: border-box !important; word-wrap: break-word !important;"><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: inherit; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: inherit; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第一阶段</span></strong></p></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">1)<span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">给他介绍产品、服务、公司和销售员个人</span><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">;</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">2)<span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">了解医院的相关程序和规则以及主任个人的资料</span><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">;</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">3)<span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">影响后续工作的因素。</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><br /></p><section class="" label="Copyright ? 2015 Yead All Rights Reserved." style="max-width: 100%; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-right: auto; margin-left: auto; max-width: 100%; border: none; display: inline-block; width: 670px; box-sizing: border-box !important; word-wrap: break-word !important;"><section style="max-width: 100%; font-size: 18px; letter-spacing: -2px; float: left; box-sizing: border-box !important; word-wrap: break-word !important;"><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: bold; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.7; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.5; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.3; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span></section><section class="" style="margin-left: 5px; max-width: 100%; color: rgb(255, 105, 31); float: left; box-sizing: border-box !important; word-wrap: break-word !important;"><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: inherit; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: inherit; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第二阶段</span></strong></p></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">1)<span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">提单拜访</span><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">;</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">2)<span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">具体的细节策划和协商</span><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">;</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">3)<span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">帮助主任书写购买申请报告</span><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">;</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: normal; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">4)<span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">听取其对后面工作的建议和相关领导的习惯做法。</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><br /></p><section class="" label="Copyright ? 2015 Yead All Rights Reserved." style="max-width: 100%; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-right: auto; margin-left: auto; max-width: 100%; border: none; display: inline-block; width: 670px; box-sizing: border-box !important; word-wrap: break-word !important;"><section style="max-width: 100%; font-size: 18px; letter-spacing: -2px; float: left; box-sizing: border-box !important; word-wrap: break-word !important;"><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: bold; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.7; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.5; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span><span class="" style="max-width: 100%; color: rgb(255, 105, 31); font-weight: 700; opacity: 0.3; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">></span></section><section class="" style="margin-left: 5px; max-width: 100%; color: rgb(255, 105, 31); float: left; box-sizing: border-box !important; word-wrap: break-word !important;"><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: inherit; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: inherit; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第三阶段</span></strong></p></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">当申请报告递交到院长或器械科以后，主任的第一阶段工作虽然结束，但是不可以大意。这个时候应该确保主任和你是一条战线的，共同抗击竞争者和医院决策层，所以必要的尊重和沟通是经常进行的。如果招标，主任将承担评标中的介绍和决策，因此主任的工作是始终要做下去的。即使合同成交，售后也还要拜访主任，让他成为一个宣传的窗口。科主任是领进门的人，在销售中占<span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">30-50%</span><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">的作用。</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"></span></p><p><br /></p><section class="" label="Copyright ? 2015 Yead All Rights Reserved." style="max-width: 100%; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; width: 670px; border-top-style: solid; border-top-width: 1px; border-color: rgb(255, 105, 31); display: inline-block; box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="padding: 10px; max-width: 100%; color: rgb(255, 255, 255); display: inline-block; border-bottom-left-radius: 10px; border-bottom-right-radius: 10px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 105, 31);"><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; box-sizing: border-box !important; word-wrap: break-word !important;">拜访院长</p></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">院长对购买医疗器械有最终决策权。因此，主任的报告到院长这里，就需要开始院长的拜访了。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"> </span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">其实之前也可以和院长接触一次，事先打个招呼，可以为后面的拜访铺垫。这里有个陷阱，稍不注意就会发生不可挽回的失败。有的医院是有分管院长的，但是分管院长能不能独立决策是我们在拜访院长前必须要从主任那里或设备科那里获得的。如果分管院长管不了而拜访，那么院长有可能因为个人的因素而否决你的项目。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"> </span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">如果院长不管而或略了分管院长，你也会失败。在获悉正确的信息后，和院长谈话的角度是从这个项目可以获得多少效益，什么时间可以回收成本，获利多少<span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;"></span><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">这些的内容说完以后，需要探询一些个人需求并给予明确的可执行方案。院长一般很忙，话要精练，事情要做好。院长在销售中占</span><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">40-50%</span><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">的作用。做好这些工作，院长就会指示器械科去和你接触了。</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><br /></p><section class="" label="Copyright ? 2015 Yead All Rights Reserved." style="max-width: 100%; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; width: 670px; border-top-style: solid; border-top-width: 1px; border-color: rgb(255, 105, 31); display: inline-block; box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="padding: 10px; max-width: 100%; color: rgb(255, 255, 255); display: inline-block; border-bottom-left-radius: 10px; border-bottom-right-radius: 10px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 105, 31);"><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; box-sizing: border-box !important; word-wrap: break-word !important;">拜访器械科长</p></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">在整个环节中，器械科长的力量显得弱小些。但是器械科长不能成事却可以坏事，甚至<span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">100%</span><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">的坏事或者杀价格或者要服务等刁难。</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"> </span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">所以这个环节很重要。器械科长首先要审核仪器的资质，所有的文件材料要按《医疗器械监督管理条例》规定的递交。器械科长负责商务谈判，他可能不懂机器，但是懂商务要求服务条款等，销售员完全按照公司统一的服务承诺进行表述，特殊要求由公司领导层决定。器械科长负责谈价格，但是他所谈的又不是最终价格<span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">;</span><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">许多院长会在最后插入价格谈判，需要给院长面子的。销售员一要做好价格梯度的计划，又要表演好，要多做请示状。合同等细节要器械科长去核对落实的。所以需要提前做好科长的工作。装机验收和回款也是由器械科长负责。</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"> </span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 21px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">在整个拜访过程中，对科长要同样的尊敬，千万不要拿主任或者院长去压科长。科长与院长的关系非同一般，科长那里有院长的信息<span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">;</span><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">科长知道每个单子怎么做成，如果他帮你你就会成功。科长在整个销售中占</span><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">20%</span><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">的作用。特殊情况下占</span><span style="max-width: 100%; font-family: Calibri; box-sizing: border-box !important; word-wrap: break-word !important;">50%</span><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">。</span></span></p><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: Arial, Verdana, sans-serif; font-size: 14px; line-height: 24px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(249, 249, 249);">广州市设备维修有限公司</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">地址：广州市天河区银利街银利茶叶博览中心E栋4楼E4030室 邮编：510507</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">电话：(+86)020-8722 8723 8764 5360 8764 2943 传真：020-8722 8623</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">全国统一免费服务热线：400-020-6788</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">微信公众帐号：</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><img data-ratio="1" data-w="120" width="auto" xhe_src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvfCZvZq5PcthnDKlnnq3AalhbichW77J3B70osicTickklZybNKUZqc44DZ0oaWaHm2p0TaA9478icwPg/0?tp=webp&wxfrom=5" data-type="jpeg" width="auto" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvfCZvZq5PcthnDKlnnq3AalhbichW77J3B70osicTickklZybNKUZqc44DZ0oaWaHm2p0TaA9478icwPg/640?wx_fmt=jpeg" style="box-sizing: border-box !important; word-wrap: break-word !important; width: auto !important; visibility: visible !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">维修咨询：QQ: 712638 404</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">设备咨询: QQ: 712638 405</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">软件咨询：QQ: 712638 406</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">配件咨询：QQ: 712638 407</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">交流Q群：1106 11074</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">网址：http://www.yiliaoshebeiweixiu.com</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">电子邮箱：service@yiliaoshebeiweixiu.com</span></p><p><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br /></span></p><p><br /></p>
|
|
发表于 2020-10-20 00:00:59