【文章內(nèi)容簡介】 ubmission of report. 保證準(zhǔn)時上交報表 How do I increase sales?我怎樣增加銷售？ ? Increase drug usage 提高用量 – more indication 更多適應(yīng)癥 – More patients 更多病人 ? Improve quality of call 提高拜訪質(zhì)量 – Product call 產(chǎn)品拜訪 – Time management/efficiency 時間管理 /效率 ? Increase customer 增加客戶 – more hospitals 更多醫(yī)院 – more doctors 更多醫(yī)生 How to be successful HR? 怎樣做個成功的代表？ 1. Right Customer. 恰當(dāng)?shù)目蛻? ? High potential, VIP. 高潛力，學(xué)術(shù)帶頭人 2. Right Frequency. 合適的頻率 ? Minimum investment, maximum returns. 低投入，高產(chǎn)出 3. Right Message. 正確的信息 ? Impart core selling points to customer and expect result. 將核心賣點傳遞給客戶，達(dá)成預(yù)期效果。 Key success factors?成功要素 ? 1. Mindset. 心態(tài) ? Be business minded. 生意頭腦 Scientific oriented 科學(xué)定位 to 到 Scientific approach 科學(xué)方法 but 加上 Business oriented 生意頭腦 Key success factors?成功要素 ? 2. For quantitative result. 高成效 3. Factors(因素〕 Weight(比率〕 ? Work hard smart 25% 辛勤工作，方式靈活 ? Product Knowledge 20% 產(chǎn)品知識 ? Selling Skills 20% 銷售技巧 Key success factor? 成功要素 Factors(因素 ) ? Competitor knowledge 競爭產(chǎn)品知識 ? Persistency 堅持不懈 ? Good service 服務(wù)良好 ? Personality 個性 ? Total 總分 Weight(比率 ) ? 10% ? 10% ? 10% ? 5% ? 100% Key success factor?成功要素 ? Reliable ? Enthusiastic ? Sensible ? Punctual ? Noble ? Systematic ? Independent ? Belonging ? Learner ? Enterprising 可信賴 有熱情 觸覺靈敏 準(zhǔn)時 思想高尚 有條不紊 獨立工作能力 歸屬感 勤奮好學(xué) 進(jìn)取心 3. For qualitative Key success factors?成功要素 4. Human relationship 人際關(guān)系 5. Have a high EQ(Emotional Quotient) or cultivate it. 情商高或努力提高情商 EQ1. Self Awareness 自我了解 ? Definition 定義 The ability to recognize and understand your moods, emotions, and drives as well as their effect on others 能發(fā)現(xiàn)并了解自己的心情，情緒和意圖，并了解它們對別人的影響。 ? Hall marks 特點 Self confidence 自信 Realistic selfassessment 符合實際的自我評估 Self deprecating sense of humor 幽默感－可拿自己開玩笑。 EQ2. Self Regulation 自我調(diào)節(jié) ? Definition 定義 The ability to control or redirect disruptive impulses and moods. The propensity to suspend judgment to think before acting. 控制或更改混亂的意念和情緒。 “ 三思而后行的” 傾向 ? Half marks 特點 Trustworthiness and Comfort and ambiguity (ability to interpret in more than one way). 舒適和靈活 (多種方式表達(dá)的能力 ) Openness and change. 開放及樂于改變。 EQ3 Motivation 激勵 ? Definition 定義 A passion to work for reasons that go beyond money and status. 工作的熱情不僅因為金錢和地位。 A propensity (normal tendency) to pursue goals with energy and persistence. 干勁十足并有毅力達(dá)成目標(biāo)的傾向 ? Half marks 特點 Strong drive to achieve.強(qiáng)烈地渴望成功的意愿 Optimism, even in the face of failure. 失敗時仍保持樂觀 Organizational mitment. 對組織的獻(xiàn)身 同感 ? Definition 定義 The ability to understand the emotional makeup of other people. 了解他人情緒的能力。 Skill in treating people according to their emotional reactions. 根據(jù)人們的情緒反應(yīng)給予不同對待。 ? Hall marks 特點 Expertise in building and retaining talent. 培養(yǎng)及挽留人才 Crosscultural sensitivity. 了解各種文化。 Service to clients and 。 EQ5. Social Skills 交際技巧 ? Definition 定義 Proficiency in managing relationships and building works. 有效建立和管理關(guān)系網(wǎng) An ability to find mon ground and build rapport. 確定背景，建立關(guān)系的能力。 ? Half marks 特點 Effectiveness in leading change. 有效樹立榜樣，接受改變 Persuasiveness. 說服力 Expertise in building and leading teams. 建立和領(lǐng)導(dǎo)團(tuán)隊的能力 Quotable Quotes 有價值的語錄 ? Success is the maximum utilization of the ability you have. 最大限度地發(fā)揮你的才能就是成功。