【正文】 2023/1/21 23:54:3723:54:3721 January 2023? 1一個人即使已登上頂峰，也仍要自強不息。勝人者有力，自勝者強。 一月 21一月 21Thursday, January 21, 2023? 閱讀一切好書如同和過去最杰出的人談話。 。 一月 2123:54:3723:54Jan2121Jan21? 1世間成事，不求其絕對圓滿，留一份不足，可得無限完美。 2023/1/21 23:54:3723:54:3721 January 2023? 1做前，能夠環(huán)視四周；做時，你只能或者最好沿著以腳為起點的射線向前。 一月 21一月 2123:54:3723:54:37January 21, 2023? 1他鄉(xiāng)生白發(fā)，舊國見青山。 一月 21一月 21Thursday, January 21, 2023? 雨中黃葉樹，燈下白頭人。 Calculating KPI’s based on field force call activity and report 216。 Index of Target Vs Achieved based on quantitative figures decided during the conception of the cycle plan (cycle targets)216。 Define total No. of Calls per Specialty252。 Define total No. of Calls for cycle252。 Define total No. of munication objectives for each Product/Service in the plan for all markets/regions252。Empowering managers to strategize on consecutive target lists by measuring target list profitable and sustainability216。Assist in quick and easy selection of doctor by using a predefined and ready to use list216。 Lists derivation based on a scientific model of doctor classification and specialty216。 Ensures call planning and execution are targeted and priority based216。Sales Operations銷售部執(zhí)行戰(zhàn)略Cycle Plan周期性的計劃模式Annual Plan年計劃Quarterly Plan季度計劃 ObjectivesFramework基于目標管理Product/Services產(chǎn)品 /服務Target List目標標列表醫(yī)生，醫(yī)院Cycle Target周期性的目標Measure, Superviseand Evaluate定量，指導，評估CRM helps you to…? Define Cycle Plan定義周期性的計劃，年，季度– Annual Plan 年計劃– Quarterly Plan 季度計劃? Define Cycle Framework/Management 定義框架– Cycle Objectives 周期性的目標– Communication Objectives 溝通的目標– Target List (Hospitals Doctors) 目標列表，醫(yī)生，醫(yī)院– Cycle Targets 階段性的指標，? Cycle Reports 分析報表Contd..還有? Cycle Objectives周期性的目標– Derived from corporate strategies on business initiatives for profitability, market share and process improvement– 來源于公司戰(zhàn)略 利潤，市場占有率，提高效率。Customer Relationship Management客戶關系管理系統(tǒng)Curtain Raiser 研討會Introduction to… 內(nèi)容介紹? Account (Hospital) Management? 醫(yī)院及相關信息管理? Contact (Doctor) Management? 醫(yī)生及相關信息管理? Cycle Management? 銷售 POA管理? Call Management? 拜訪管理 針對醫(yī)生? PSR Management ? 代表及相關活動管理，例如會議Account (Hospital) Management醫(yī)院信息管理Hospital Centricity (360`view)全方位的分析和醫(yī)院相關的內(nèi)容Doctor醫(yī)生Department科室Pharmacy藥房Products產(chǎn)品Distributor分銷商Approval AuthoritiesSFDA， RDL 政府機構(gòu)Competition競爭對手Coverage Team管理本醫(yī)院業(yè)務的團隊Events Activities采取的活動及其他事件MarketingCampaign市場活動CRM helps you to…CRM 能做什么? Create and Maintain Hospital Profile管理醫(yī)院信息? General details基本信息，名字，地址? Sales volumes 銷量? Category 醫(yī)院類型? Rank/Classification排名及等級? Associate Departments with profile information科室? Specialty 專長? No. of Wards 床位數(shù)? No. Clinics, etc 門診量? Sales Team covering Hospital 哪些隊伍負責? Sales Territory 銷售區(qū)域? Therapeutic Area / Product Group / District wise治療領域 /產(chǎn)品組? No. of sales force 銷售代表數(shù)量? Frequency 拜訪頻率? Products enlisted 產(chǎn)品列表? Price List 價格列表? Discounts 折扣? Consumption 醫(yī)院消耗Contd..還有? Classification Ranking排名及等級? Class A, B, C A， B， C類? Using a scientific methodology based on predefined parameters基于預定義的一些參數(shù)，使用專業(yè)的算法算出? Plan and execute Marketing events and activities? 計劃并執(zhí)行市場戰(zhàn)略及行動? Profile and associate inhouse Pharmacy? 記錄相關內(nèi)部藥房信息? Link Retail/Drug Stores around the Hospital? 把醫(yī)院和外圍的零售藥店集中管理? Profile Distributors supplying Pfizer products to Hospital? 記錄分銷商銷售給醫(yī)院的輝瑞產(chǎn)品的詳細數(shù)據(jù)? Competition prevalent in the Hospital? 本醫(yī)院競爭對手的信息? SWOT (強，弱，機會，威脅 )? Sales Share 銷售份額? Products enlisted 產(chǎn)品列表? Track and Resolve Issues/Complaints? 跟蹤及解決相關輝瑞產(chǎn)品的問題How it looks…Benefits to you… 對我們的價值? Single Comprehensive Hospital view for all Pfizer functions? 為輝瑞各相關部門建立統(tǒng)一的全面的醫(yī)院信息管理? Easy administration – Maintainability Scalability? 易管理 – 維護及升級? Minimize data inaccuracy and redundancy? 提高數(shù)據(jù)準確性? Marketing Campaigns – spent Vs returns? 清晰的管理市場活動的投入與產(chǎn)出? Opportunity Management Pr