The 10-day internship ends.

Through continuous observation, pondering and piecemeal inquiries with Zhang Dalin, Ouyang Xuan summed up the following major elements for the promotion of OTC drugs in pharmacies:

1. The content of the visit:

Mainly inspect and sort out the display layout of 'five flavors and anti-safety' in the pharmacy, wall cabinets and counter cabinets, whether the position of the roll-up banner display is damaged, understand the drug retail situation, feedback and the recommendation of the counter salesperson

A visit to a pharmacy is not only about inspection and sorting, but also about building a good relationship with the store manager, counter manager and each of their salespeople in the pharmacy.

Otherwise, the display on your counter is gone, or the prominent position is occupied by another manufacturer's medicine. Or maybe the salesperson doesn't want to recommend your medicine, or forgets to recommend it.

2. Promotional means:

In a pharmacy, other manufacturers are doing pharmacy promotions, you have the means, he has more tricks, and the eight gods have their own magic across the sea, and the competition is extremely fierce.

Of course, modern society pays attention to economic benefits, and material stimulation to improve the enthusiasm of salespeople is one of the important means.

The salesperson has to give a referral fee for each box of medicine recommended, that is, a commission.

How much to give is decided by the salesman himself, to give more to himself less, to give less to the amount can not come up, how to control?

Ouyang Xuan followed Zhang Dalin closely for ten days, and it can be said that he is inseparable every day. But Zhang Dalin usually doesn't say much about business, and when Ouyang Xuan asked him, he answered, a bit like squeezing toothpaste, which is easy to understand.

As the saying goes: The master leads the door, and the practice is in himself.

The master has reservations about his apprentices, let alone colleagues who have only been with him for ten days? It is impossible for Zhang Dalin to dedicate the experience he has gradually accumulated and summed up for more than half a year to his colleagues for free, and it is estimated that very few people have this awareness.

After the internship tomorrow, I will work independently in the future, but some points are not very clear, or I don't understand them very well, but it's not good to ask directly, what should I do?

"Brother Zhang, let's not go back to eat at night, I invite you to drink and eat Northeast food!" Ouyang Xuan caught up with Zhang Xiaolin's car and rode side by side with him.

"You invite me to drink, do you make money?" Zhang Dalin looked ahead, grinning coldly.

"No, no, Brother Zhang, this has nothing to do with making money, I mean, after studying with your big brother for ten days, I will fly solo from tomorrow, I have to have a chance to say thank you and show my respect!" Ouyang Xuan's attitude was very sincere.

Zhang Dalin is very cautious, does not talk much, but is good at observation. He found that this new colleague was smart, dedicated, wealthy, and from a pharmacy class, and he might have a great development in this industry in the future, and he might ......

"Okay, let's eat out, but I'll treat you. Zhang Dalin pondered for a moment and replied with a light smile.

"No, Brother Zhang, first say I'll please, otherwise I won't go. With that, he kicked his feet and rushed forward.

Zhang Dalin smiled bitterly and chased after him, slapped his shoulder with a free hand and said:

"Well, tonight you drink, you lead the way. ”

"Okay!"

Ouyang Xuan smiled at this time, pedaling in front of him to lead the way.

He took Zhang Dalin to the Northeast restaurant where Zhang Shangrong gave him wind and dust ten days ago.

"Brother Zhang, the specialty of this Northeast restaurant is 'big fish head roast pork', which is very good, the taste is pure and the price is appropriate. ”

Ouyang Xuan introduced Zhang Dalin while locking the car.

Zhang Dalin knew in his heart that this restaurant was Zhang Shangrong's fixed point for them to catch the wind, he had been here a few times, and it was indeed cheap and good, and it was impossible for a young colleague to know the second restaurant after only ten days in Kyoto.

"Brother Zhang, have you ever eaten?"

"Oh, I seem to have been here once! It does taste good, I like it!" Zhang Dalin said vaguely, not wanting Ouyang Xuan to disappoint his fun.

The two sat down, and in addition to ordering the main course and some cold dishes, they first asked for half a dozen cold snow beers.

A few cold dishes came up first, and after a while, a pot of fragrant 'silver carp head roast pork' came up, and Ouyang Xuan poured a glass for Zhang Dalin when the beer was opened, and then he picked up the wine glass with both hands and said:

Although modern society is not so exaggerated, we should inherit its essence. ”

After speaking, he leaned his neck and drank a glass of beer.

Zhang Dalin drank the wine in the cup, and then poured the wine separately and said:

"Hey, Brother Ouyang laughed, I'm the beginner master, I'm just a halfway monk, and I'm just a dumbfounder. Dao is the little brother, you are young and promising, professional counterpart, handsome, as long as you work hard, you can make a lot of money in the future and have a future, brother, I respect you. !"

"Dry ......"

As the beer bottle was opened, the two of them had drunk most of the 6 bottles, and they were all people who drank their faces.

They are chatting about work, colleagues, and home, and they don't seem to have any intention of stopping.

"Ouyang, you kid has a great advantage in making medicine is that he is handsome, tall and mighty, young and sweet, and he is very pleasing to women, especially those young women. Eighty percent of the staff in this pharmacy are women, and that woman doesn't like handsome guys! You may not have noticed that those pharmacies have been much more enthusiastic about me these days, and those young women are glancing at you......

Zhang Dalin Mazi's face was flushed, even his eyes were red, and he grinned evilly.

"Look at what Brother Zhang said, it's too exaggerated!"

Ouyang Xuan was a little uneasy when he was said.

"No exaggeration! Those big pharmacy chains, the tellers used to ignore me. Drug display, X display rack to charge more money, often thrown in the corner, to give them a promotion fee is too little, look down. In the past few days, you have been in a hurry with them, and they didn't mention the money collected from the display shelves, and they quietly told me if they could accompany them to dance, hehe!"

Looking at Ouyang Xuan's questioning eyes, Zhang Dalin put down his chopsticks, pointed at him and said seriously.

"Yes, you have to give me back this favor, although you will start flying solo tomorrow, you will have to accompany them to dance one day. ”

"Don't worry, I will accompany you at that time, colleagues should help each other, we are a collective, a team, should have a team fighting spirit, rather than fighting alone, like a plate of loose sand, which is not conducive to competition with other pharmaceutical companies. ”

"Who cares about these things in our area now, Director Zhang cares about playing cards and picking up girls every day, and there is also the ...... of invoicing and fleeing goods" Zhang Dalin suddenly wanted to speak and stopped.

"What about the marketing department, does the company care? I heard that the manager of the marketing department in Kyoto is a woman, and she is very interested. ”

"In the marketing department, Manager Zhang is busy with big things every day, and drug sales are only part of her job, and she also undertakes a lot of public relations work for government departments. What is the Food and Drug Administration, the National Development and Reform Commission, the drug review expert database, the new drug declaration, the drug medical insurance catalog, etc. ”

"Oh, of course she's too busy, so doesn't she usually come down to check work?"

She only recruits supervisors and above in meetings, and sometimes invites excellent team leaders or excellent salesmen to meetings, and rarely comes down. I've been here for more than nine months and a year, and I've only seen her once and still far away, and I haven't even said hello. ”

"Then she's not good? Ouyang Xuan snorted disdainfully.

Zhang Dalin glanced at him and said:

"You don't know this, Zhang Shangrong, these supervisors are like a grandson in front of her, and when she gets angry, people tremble, and everyone privately gives her the nickname 'Witch of Change'!"

"The Witch of Change, it's too exaggerated, the witch still has to be varied!" Ouyang Xuan couldn't imagine what this superior leader looked like.

"Is she fierce and domineering?"

"She's beautiful......"

“……”

Towards the end of his full meal, Ouyang Xuan couldn't help but ask Zhang Dalin about the questions he had been puzzled about.

"Brother Zhang, I see that you quietly pay the fees to the salesperson or the counter manager, and the proportion is different for different stores, what's going on?"

Zhang Dalin grinned and said, "From the look in your eyes for the past few days, you have been trying to understand the mystery here, and you have been pondering it repeatedly, right?" ”

"Yes, Brother Zhang. ”

Ouyang Xuan is very honest, he doesn't know how to pretend to understand the endless troubles, so it is better to ask questions while the iron is hot now.

"Since I'm leading you in, I have to give you a greeting gift. Zhang Dalin looked at Ouyang Xuan's expression of humbly asking for advice, and said solemnly:

"The promotion expenses of pharmacies are generally within the proportion given by the supervisor. In my experience, small pharmacies do not move every month, and there are only two or three salesmen in the store every day. ”

"Large pharmacies have counters, and we belong to the digestive system and gastrointestinal counters. Each counter has two counter leaders and a number of salespeople, and you will focus on the counter team leader, sell a few lots every month, and hand them over to the counter manager in proportion at the end of the month, and she will arrange them. ”

"Why don't you just give it to the store manager? She has a lot of power to manage the purchase and display. ”

"The store manager is in charge of purchasing and displaying, mainly depending on whether your medicine sells well. Selling well depends on recommendations, and this specific work is done by the cabinet team leader and salespeople. As a result, if you give the promotion fee to the store manager, it is equivalent to handing over the whole store bonus, and the big pot rice can't mobilize the enthusiasm of the counter salesperson!"

"Oh, I see, thank you, Brother Zhang!"