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    “范文大全” 調研報告

    關于醫藥市場調研報告

    發布時間:2019-07-05 01:12:16 來源:調研報告 手機版

      一、概述

      專家指出,中國醫藥市場遠未飽和,但競爭業已開始。目前,中國每年人均醫療消費水平只是美國人的1/130,當一般發達國家年人均醫療衛生消費支出達到XX美元、美國人均突破4000美元的時候,中國年人均醫療衛生消費支出只有31美元。但在另一方面,國內醫療用品的銷售量持續增加,在今后3~5年的時間里每年將以12%的速度增長。XX年的中國醫藥,面對的將是一個蓬勃發展和慘烈競爭共存的局面。這是值得每一個醫藥人認真思考的問題。

      二、醫院市場分析

      如何做好醫院市場,在一定程度上決定了醫藥營銷的成敗,同時也是醫藥營銷的主要內容。我在實踐中摸索到推銷藥品的竅門,那就是必須打點好一些“關鍵人物”。

      第一是醫生,他們手里有處方權,用哪種藥,用多少,全由他們說了算;第二是醫院的庫房,從醫藥公司進藥全由他們負責:第三是藥房,他們有一個“小賬本”,每個醫生用了多少藥,該得多少提成,全是由他們提供給我的;第四是醫藥公司,醫院從他們那里進藥,我憑藥款拿提成。

      “打點”這些人的方法也簡單,不過是根據各人的“重要性”給予不同檔次的提成。有些人難打發,那么就給他多送點禮,多請他吃幾次飯。推銷同一種藥品的醫藥代表是競爭對手,常常互相“刺探軍情”,如果哪家公司給醫生的提成高,另一家公司的醫藥代表就會向上匯報,要求提高給醫生的提成。

      三、otc市場或社區醫藥市場分析

      otc市場或社區醫藥市場的開發,已經成為了現代醫藥營銷的一個新的經濟增長點。社區治療的疾病,購買感冒藥的比例在所有購買的藥品類別中居首位,其次為咳嗽、咽喉疼痛、發燒及心血管病等疾病。隨著otc市場和社區醫療市場的逐漸壯大,使得廣告、店員成為影響消費者購藥的主要因素,店員的作用僅次于電視廣告。

      研究發現,一旦店員向消費者主動推薦某種藥品時,有74.0%的消費者會接受店員的意見。特別需要指出的是,在明確具體品牌的消費者中,當店員向他推薦其他品牌的藥品時,有66.2%的消費者改變了主意。研究還發現,店員在向消費者介紹藥品時,大多將藥品的療效、價格作為促銷工具,而對生產廠商的知名度卻不做太多說明,這一點至今似乎未被經營藥品的生產廠家重視。

      四、醫藥代表工作的總體思路

      由于醫藥代表工作對象的特殊性,決定了醫藥代表的專業知識水平及個人素質都比普通推銷員要求更高。善于運用推銷之術,對醫藥代表工作的順利開展有著至關重要的作用。學會自我推介,贏得客戶真誠、友好的合作。良好的自我推介,是讓對方接納你和你的產品的首要條件。

      1.要保持充沛的精神與活力,以整潔得體的儀容,彬彬有禮而不卑恭的形象面對自己的客戶,并不斷塑造自身良好的氣質與穩健的風度;其次,培養真誠、友善、豁達、樂觀的生活態度,磨煉自己的意志;再次,樹立不斷學習的思想,努力涉足包括醫藥專業在內的各種知識,不斷提高自己的知識含量與專業化水準。

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