項目十一ProgramOTC代表工作實務WorkPracticeofOTCRepresenta

項目十一Program11OTC代表工作實務WorkPracticeofOTCRepresentative思維導圖MindMap案例導入CaseIntroductionOTC代表的崗位認知PostCognitiveofOTCRepresentativeOTC代表的崗位素質(zhì)PostQualityofOTCRepresentativeOTC代表的崗位能力PostCompetenceofOTCRepresentative實訓布置TrainingArrangement任務四OTC代表崗位職業(yè)能力Task4OTCRepresentativePostCompetenceOTC代表崗位能力目錄OTCRepresentativePostCompetenceCatalogOTC代表客情維護能力CustomermaintenanceAbilityofOTCRepresentativeOTC代表競品分析能力CompetingProductAnalysisAbilityofOTCRepresentativeOTC代表店員培訓能力StaffTrainingAbilityofOTCRepresentativeOTC代表鄉(xiāng)鎮(zhèn)終端開發(fā)能力TownshipTerminalDevelopmentCapabilityofOTCRepresentative客情維護指OTC代表與終端客戶（經(jīng)理、柜長、營業(yè)員、坐堂醫(yī)生）進行有效溝通、建立良好的關系的過程。在穩(wěn)定妥善的客情維護中達到促進銷售商積極性，提高銷量的目的。CustomermaintenancemeanstheprocessofeffectivecommunicationandgoodrelationshipbetweenOTCrepresentativesandendcustomers(managers,counterleaders,assistantsandon-sitedoctors).Topromotetheenthusiasmofsellersandincreasesalesvolumebythestableandpropercustomermaintenance.1.客情維護的基本認知1.BasicCognitionofCustomerMaintenance2.客情關系維護的原則2.PrinciplesofCustomermaintenance（1）定期拜訪和回訪（1）Regularvisitsandreturnvisits（2）有的放矢、因人制宜（2）DefiniteandSuitableMeasures（3）與營業(yè)員展開有效互動（3）EffectiveInteractionwithAssistants3.客情維護的影響因素3.InfluenceFactorsofCustomermaintenanceOTC代表崗位能力目錄OTCRepresentativePostCompetenceCatalogOTC代表客情維護能力CustomermaintenanceAbilityofOTCRepresentativeOTC代表競品分析能力CompetingProductAnalysisAbilityofOTCRepresentativeOTC代表店員培訓能力StaffTrainingAbilityofOTCRepresentativeOTC代表鄉(xiāng)鎮(zhèn)終端開發(fā)能力TownshipTerminalDevelopmentCapabilityofOTCRepresentativeOTC代表的競品分析三步曲ThreeStepsofCompetingProductAnalysisbyOTCRepresentative分析競爭者AnalyzeCompetitors一I競品基本結構分析Analyzebasicstructurescompetingproducts二II產(chǎn)定位分析Analyzeproductionpositioning三III分析競爭者AnalyzeCompetitorsOTC代表崗位能力目錄OTCRepresentativePostCompetenceCatalogOTC代表客情維護能力CustomermaintenanceAbilityofOTCRepresentativeOTC代表競品分析能力CompetingProductAnalysisAbilityofOTCRepresentativeOTC代表店員培訓能力StaffTrainingAbilityofOTCRepresentativeOTC代表鄉(xiāng)鎮(zhèn)終端開發(fā)能力TownshipTerminalDevelopmentCapabilityofOTCRepresentativeOTC代表崗位能力目錄OTCRepresentativePostCompetenceCatalogOTC代表客情維護能力CustomermaintenanceAbilityofOTCRepresentativeOTC代表競品分析能力CompetingProductAnalysisAbilityofOTCRepresentativeOTC代表店員培訓能力StaffTrainingAbilityofOTCRepresentativeOTC代表鄉(xiāng)鎮(zhèn)終端開發(fā)能力TownshipTerminalDevelopmentCapabilityofOTCRepresentative小結Summary抽一