论文总字数：12116字

摘 要

本课题通过对我国医药企业的药品销售，对全面剖析我国药品市场的竞争格局，研究各种医药企业的药品销售技巧及分析，以改善国内医药企业的药品销售来提升医药企业的竞争力。本文结合医药企业的药品销售，对我国国内医药行业的市场、医药企业现状和我国医药企业的药品销售的发展历程以及我国医药企业的药品销售技巧及分析进行了探讨。

关 键 词: 销售技巧 药品销售 医药企业现状 医药企业生存

Drug sales techniques and analysis of pharmaceutical enterprises

Abstract

This topic analyses drug sales of pharmaceutical enterprises in our country, and Chinese pharmaceutical market competition pattern, research on drug sales techniques and analysis of various pharmaceutical enterprises to improve the drug sales of domestic pharmaceutical enterprises to improve enterprise competitiveness. In this paper, combined with drug sales of pharmaceutical enterprises, the current situation of the domestic pharmaceutical industry market, enterprises of our country and the development of drug sales of pharmaceutical enterprises in our country and our country medicine enterprise drug sales skills and analysis are discussed in this paper.

Key Words：sales skills;Pharmaceutical drug sales; enterprise present situation ;enterprise survival

目录

摘要...................................................................................................................... Ⅰ

Abstract.................................................................................................................Ⅱ

目录.......................................................................................................................III

第一章 前言.........................................................................................................1

1.1选题研究的背景与意义...........................................................................1

1.2选题研究的内容与方法...........................................................................1

第二章 医药企业中药品销售的技巧.................................................................3

2.1 我国医药企业的销售..............................................................................3

2.2药品销售人员的销售技巧.......................................................................4

2.2.1 调整心态.........................................................................................4

2.2.2 销售礼仪.........................................................................................4

2.2.3 寻找时机.........................................................................................5

2.2.4 有效探寻.........................................................................................5

2.2.5 善于倾听.........................................................................................5

2.2.6重视异议..........................................................................................5

2.2.7获取承诺..........................................................................................5

2.2.8及时跟进..........................................................................................6

第3章 医药企业中药品销售的分析.................................................................7

3.1我国医药企业的药品销售的分析...........................................................7

3.1.1药品销售存在“一小二多三低”的现象的分析...............................7

3.1.2我国药品的知识产权的保护情况不容乐观..................................7

3.1.3融资渠道单一，产业发展资金不足..............................................7

3.2专业医药销售的定义...............................................................................7

3.2.1药品的定位......................................................................................7 3.2.2医药销售人员的角色认知.............................................................8

3.2.3医药代表的责任..............................................................................8

3.3医药代所必须具备的敬业精神...............................................................8

3.4医药代表的成功法则...............................................................................8

第4章 总结........................................................................................................10

参考文献................................................................................................................................12

致谢......................................................................................................................13

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