醫(yī)藥專業(yè)銷售隊(duì)伍培訓(xùn)課程指南

1、 Corporate Management Training CurriculumNo.Training Course培培訓(xùn)訓(xùn)課課程程Course Outline課課程程摘摘要要Applied Level適適用用級(jí)級(jí)別別Staff員員工工Supervisor主主管管Manager經(jīng)經(jīng)理理Sr. Exe高高級(jí)級(jí)經(jīng)經(jīng)理理1Orientation 到職培訓(xùn)* Culture and Policy 公司文化及歷史 * Credo Introduction 信條簡(jiǎn)介 * Department Introduction 部門介紹XXX2Process Excellence流程優(yōu)化* OA overview

2、 PE概論* Use OA to identify defects and weakness inexisting business process使用OA找到現(xiàn)有流程中的缺陷* Use OAas a tool for improvement.使用OA成為提高工作的工具 * OA Assessment OA評(píng)估 XXX3Communication Skills溝通技巧* The Importance of communication溝通的重要性 *Identify the obstacles of communication andthe way to peers指出溝通中的障礙及解決方法XX

3、X4Presentation Skills演講技巧* Preparation for a presentation. 準(zhǔn)備演講* Tactics of presentation 演講技巧 * Follow-up of a presentation 演講后的跟進(jìn)XXX5SevenHabits&OutwardBound高效能人士的七個(gè)習(xí)慣和外部拓展* Be proactive 積極主動(dòng) * Begin with the end in mind以終為始 * Put first things first要事第一 * Think win-win雙贏思維 * Seek first to under

4、stand, then to be understood知彼解己* Synergize統(tǒng)合綜效* Sharpen the saw不斷更新XXX6Creative Thinking創(chuàng)造性思維* Parallel thinking 平行的思維方式* tools: Six thinks hats 工具：六頂思考帽 * Application of the tools應(yīng)用的工具XXX7InteractionManagement互動(dòng)管理* The Challenge of Leadership領(lǐng)導(dǎo)力所面臨的挑戰(zhàn)* Improve Employee Performance提高員工的績(jī)效* Improve

5、Work Habit 改善工作習(xí)慣* Use effective follow-up action使用有效的跟進(jìn)行動(dòng)* Coach for Success 成功的輔導(dǎo) XX8TargetedSelection目標(biāo)選才* The Selection System 目標(biāo)選才系統(tǒng) * Managing the Interview 面試控制 * Targeted Simulations面試模擬* Making Hiring Decision做出面試決策 XXNo.Training Course培培訓(xùn)訓(xùn)課課程程Course Outline課課程程摘摘要要Applied Level適適用用級(jí)級(jí)別別Staf

6、f員員工工Supervisor主主管管Manager經(jīng)經(jīng)理理Sr. Exe高高級(jí)級(jí)經(jīng)經(jīng)理理9PerformanceManagement績(jī)效管理* Understanding the process 了解整個(gè)流程 * Goal setting目標(biāo)設(shè)定* Coaching & Feedback skills 輔導(dǎo)和反饋的技巧* Conducting performance appraisal 績(jī)效評(píng)估的執(zhí)行 * Dealing with challenging issues處理挑戰(zhàn)性的問題 XX10Finance for Non-FinancialManagers非財(cái)務(wù)經(jīng)理的財(cái)務(wù)管理課程*

7、 Financial statements & ratios財(cái)務(wù)申報(bào)和比價(jià) * Capital budgeting/return on investment資金預(yù)算投資回報(bào) * Time value of money 錢的時(shí)間價(jià)值 * Cash vs. profit 資金和利潤* Budgeting & variance analysis預(yù)算和差異分析X11Win- Win NegotiationSkills 雙贏的談判技巧* Successful negotiation structure 成功的談判組織結(jié)構(gòu) * How to prepare for a negotiatio

8、n. 如何準(zhǔn)備一場(chǎng)談判 * Tactics and skills for negotiation. 談判的策略和技巧 * Personal Action Plan.個(gè)人行動(dòng)計(jì)劃X12Train The Trainer培訓(xùn)培訓(xùn)師* The role and responsibilities of a trainer. 培訓(xùn)師的角色和職責(zé)* Adult learning Principle 成人認(rèn)知原理 * Training needs analysis培訓(xùn)需求分析 * Program design. 課程設(shè)計(jì) * Delivery skills 授課技巧 * Training evaluatio

9、n 培訓(xùn)評(píng)估X13ManagementFundamental I管理基本原則* Self Management Fundamentals 自我管理的基本原則 * People Management Fundamentals (TalentManagement/Coaching)人員管理的基本原則（人才的管理輔導(dǎo)）* Organizational Management Fundamentals(Leadership/Teamwork)公司管理的基本原則（領(lǐng)導(dǎo)力團(tuán)隊(duì)）X14ManagementFundamental II管理基本原則 * Managerial versatility,efficie

10、ncy and effectiveness管理的多樣化、效率和有效性* Interpersonal communications and trustbetween managers and their direct reports.人與人之間的溝通以及經(jīng)理和其下屬之間的信任關(guān)系X15Transition Forum工作轉(zhuǎn)換論壇會(huì)* Help new leaders significantly acceleratetheir transitions 幫助新的領(lǐng)導(dǎo)人促進(jìn)他們的工作轉(zhuǎn)換* Provide an integrated and systematicapproach to transiti

11、on leadership 為領(lǐng)導(dǎo)能力的轉(zhuǎn)換提供一個(gè)綜合、系統(tǒng)的方法XNo.Training Course培培訓(xùn)訓(xùn)課課程程Course Outline課課程程摘摘要要Applied Level適適用用級(jí)級(jí)別別Staff員員工工Supervisor主主管管Manager經(jīng)經(jīng)理理Sr. Exe高高級(jí)級(jí)經(jīng)經(jīng)理理16Leaders DevelopingLeaders作為領(lǐng)導(dǎo)如何培養(yǎng)發(fā)展領(lǐng)導(dǎo) Six Passages: 六條通道： -Major career transition主要的職業(yè)發(fā)展軌跡的轉(zhuǎn)換 -Manage Self管理自己 -Manage Others管理別人 -Manage Manage

12、rs管理經(jīng)理 -Functional Manager部門經(jīng)理 -Business Manager業(yè)務(wù)經(jīng)理 -Group Manager分組經(jīng)理 -Enterprise Manager企業(yè)經(jīng)理 X17Executive Orientation主管的到職培訓(xùn)* Understanding business segmentation andstructure理解公司的業(yè)務(wù)分割和架構(gòu) * Credo and SOL orientation信條和領(lǐng)導(dǎo)力標(biāo)準(zhǔn)的培訓(xùn) * Understand corporate framework了解公司的架構(gòu)X18ExecutiveManagement Program高級(jí)

13、經(jīng)理管理項(xiàng)目* Language of Business 業(yè)務(wù)語言* Quantitative Analysis質(zhì)量分析 * Business Communication 業(yè)務(wù)溝通* Written Analysis of Cases 寫案例分析X19EMBAProgramEMBA項(xiàng)目 * Basic Framework基本的架構(gòu) * Functional foundations基礎(chǔ)功能 * Environmental Analysis環(huán)境的分析XRx Sales Training CurriculumNo.Training Course培培訓(xùn)訓(xùn)課課程程 Course Outline課課程程梗

14、梗概概Applied Level適適用用級(jí)級(jí)別別Staff員員工工Supervisor主主管管Manager經(jīng)經(jīng)理理1Orientation上崗培訓(xùn)* Culture and Policy 公司文化* Credo Introduction 信條介紹* Department Introduction 部門介紹* Product Knowledge 產(chǎn)品知識(shí)* Presentation Skills 演講技巧* HR & Fincial Policy 人事、財(cái)務(wù)相關(guān)政策X2Professional Selling Skills專業(yè)銷售技巧培訓(xùn)* MR Job Description 醫(yī)藥代

15、表的職責(zé)* Company Introduction 公司介紹* Product Knowledge 產(chǎn)品知識(shí) * Doctors Expectations 醫(yī)生對(duì)銷售代表的期望 * Set Call Objective 設(shè)立拜訪目標(biāo)* Building Credibility 建立信譽(yù)* Probing & Listening Skill 探尋與聆聽* Benefit Selling 利益銷售* Objection Handling 處理異議* Close Skill 主動(dòng)成交 * Presentation Skills 演講技巧 * Pharmacy Communication 與

16、藥劑科溝通X3Micro-marketing ActionPlan微觀市場(chǎng)行動(dòng)計(jì)劃* Situation Ananlysis 情況分析 * SWOT Analysis SWOT 分析* Opportunity Definition 確定機(jī)會(huì) * Target Setting 設(shè)定目標(biāo) * Resource Listing 確定資源 * Resource Selection 資源選擇* Competitive Selling 競(jìng)爭(zhēng)銷售 * Social Style 人際風(fēng)格* Action Plan 行動(dòng)計(jì)劃X4Positive Attitude積極主動(dòng)的態(tài)度* Be proactive 積極主

17、動(dòng) * Begin with the end in mind 以終為始* Put first things first 要事第一 * Think win-win 雙贏思維* Seek first to understand, then to be understood 設(shè)身處地地溝通 * Synergize 綜合效應(yīng) * Out-warding Developing Training 外部拓展培訓(xùn)XX5Marketing ABC市場(chǎng)營銷 ABC* fundamental marketing concepts and successful factorsintroduction 介紹市場(chǎng)營銷基本

18、概念和成功因素* how to build up market orient and customer focusconception 樹立以市場(chǎng)和客戶為中心的營銷理念* useful tools of market information collection and analysisv市場(chǎng)信息收集和分析工具* how to design product promotion strategy and action plan如何合理地制定產(chǎn)品營銷策略和行動(dòng)計(jì)劃* how to design sale-suited marketing plan 如何制定與自己工作相匹配的市場(chǎng)營銷方案XXXNo.

19、Training Course培培訓(xùn)訓(xùn)課課程程 Course Outline課課程程梗梗概概Applied Level適適用用級(jí)級(jí)別別Staff員員工工Supervisor主主管管Manager經(jīng)經(jīng)理理6HS Orientation新主管上崗培訓(xùn)* Job Description, 主管的角色與職責(zé)* Concept of Sales Management 銷售管理概念* Goals Setting/Planning 確立目標(biāo)制訂計(jì)劃 * Expense Management 銷售費(fèi)用管理* Coaching 輔導(dǎo)* Counselling 咨詢* Recruitment 招聘優(yōu)秀代表* Ro

20、le Play 角色演練* SOL 領(lǐng)導(dǎo)力標(biāo)準(zhǔn)X7Regional SalesManagement區(qū)域銷售管理* Regional goal setting 區(qū)域管理目標(biāo)設(shè)定* Design regional action plan 制定區(qū)域工作計(jì)劃* Implement feedback plan 區(qū)域計(jì)劃的跟蹤反饋* Conduct successful work session 如何開好工作管理會(huì)議* data managementv Communication Management 數(shù)據(jù)管理* DSM Decision Making 地區(qū)經(jīng)理的決策X8Targeted Selectio

21、n目標(biāo)選才* The Selection System 目標(biāo)選才系統(tǒng) * Managing the Interview 面試控制 * Targeted Simulations 面試模擬 * Making Hiring Decision 做出面試決策 XX9Train The Trainer培訓(xùn)培訓(xùn)師* The role and responsibilities of a trainer. 培訓(xùn)師的角色與職責(zé) * Adult learning Principle 成人認(rèn)知原理* Training needs analysis 培訓(xùn)需求分析 * Program design. 課程設(shè)計(jì)* Deli

22、very skills 授課技巧* Training evaluation 培訓(xùn)評(píng)估XXOTC Sales TrainingNo.Training Course課課程程名名稱稱Course Guideline課課程程概概況況Applied level 適適用用級(jí)級(jí)別別Staff員員工工Supervisor主主管管Manager經(jīng)經(jīng)理理1Pre-100New EmployeeOrientation新員工上崗培訓(xùn)*Management Expectation 管理層的期望*Credo culture/ history 強(qiáng)生信條和楊森文化*Hr/Fin policy 人事、財(cái)務(wù)政策 *Promoti

23、on policy 促銷規(guī)范 *Roles & Responsibilities 銷售代表的職責(zé)*Regional operation 區(qū)域運(yùn)作實(shí)務(wù) *Medical & pharmic knowledge 醫(yī)學(xué)/藥學(xué)基礎(chǔ)知識(shí)*Product knowledge 產(chǎn)品知識(shí)*Presentation skill 演講技巧 On-board2w上崗2周內(nèi)參加2OM/P100Professional SellingSkill專業(yè)銷售技巧*Product strategy & test 產(chǎn)品策略和知識(shí)考試*Presentation skill simulation 演講技巧測(cè)試

24、*Integrity selling skill 誠信銷售技巧 -Pre-call planning 訪前/后計(jì)劃 -Openning 建立信譽(yù)-Listening & Probing 探詢和聆聽-Handling objection 處理異議 -FAB 利益銷售 -Conclusion 主動(dòng)成交-Pretecting proprert right 打假AfterProbation3月試用期后參加3OM/P200Territory Management& Advanced SellingSkill區(qū)域管理和高級(jí)銷售技巧*Territory Management 區(qū)域管理 -Co

25、lecting information 信息收集 -SWOT 市場(chǎng)分析 -POA 行動(dòng)計(jì)劃 -Resource management 資源管理 *Interpersonal selling 人際銷售 *Competitive selling 競(jìng)爭(zhēng)銷售2nd Year入職第2年參加OM/P300Creative Thinking Negotiation創(chuàng)新思維商務(wù)談判*Creative thinking 創(chuàng)新思維 -Parallel thinking theory 水平思維理論 -Creative tool 創(chuàng)新工具-Creative practice 創(chuàng)新實(shí)戰(zhàn) -Six thinking ha

26、ts 六帽思維工具 *Negotiation 商務(wù)談判 -Successful negotiation structure 成功談判結(jié)構(gòu) -How to prepare for a negotiation 準(zhǔn)備談判 -Tactics and skills for negotiation 策略和技巧 -Personal Action Plan 個(gè)人行動(dòng)計(jì)劃3th Year入職第3年參加4OM/P400Exceed Your Limit超越自我*Exceed Your Limit 超越自我 -Be proactive 積極主動(dòng) -Begin with the end in mind 以終為始 -P

27、ut the first thing first 要事第一-Thinking win-win 雙贏思維 -Seek first understand then to be understood 設(shè)身處地- Synergize 集思廣益 - Sharpen the saw 不斷更新*Out-word bound 拓展培訓(xùn)4th Year入職第4年參加X5OM/P500Peer Coach &Collaboration伙伴輔導(dǎo)和協(xié)作*Peer coach 伙伴輔導(dǎo)*Collaboration 團(tuán)隊(duì)協(xié)作5th Year入職第5年參加XXOTC Managemnet TrainingNo.Tr

28、aining Course課課程程名名稱稱Course Outline課課程程概概況況Applied Level適適用用級(jí)級(jí)別別Staff員員工工Sup./Mgr.主主管管/ /經(jīng)經(jīng)理理1Pre-D100New SupervisorOrientation新主管上崗培訓(xùn)*Management Transition 管理過渡 *Management Expectation 管理層的期望 *Credo culture/history 強(qiáng)生信條和楊森文化 *HR/Fin/Midecal policy 人事/財(cái)務(wù)/醫(yī)學(xué)政策 *Promotion policy 促銷R規(guī)范*Law & code 相關(guān)法律法規(guī) *Roles &am