项目十一ProgramOTC代表工作实务WorkPracticeofOTCRepresenta

项目十一Program11OTC代表工作实务WorkPracticeofOTCRepresentative思维导图MindMap案例导入CaseIntroductionOTC代表的岗位认知PostCognitiveofOTCRepresentativeOTC代表的岗位素质PostQualityofOTCRepresentativeOTC代表的岗位能力PostCompetenceofOTCRepresentative实训布置TrainingArrangement任务四OTC代表岗位职业能力Task4OTCRepresentativePostCompetenceOTC代表岗位能力目录OTCRepresentativePostCompetenceCatalogOTC代表客情维护能力CustomermaintenanceAbilityofOTCRepresentativeOTC代表竞品分析能力CompetingProductAnalysisAbilityofOTCRepresentativeOTC代表店员培训能力StaffTrainingAbilityofOTCRepresentativeOTC代表乡镇终端开发能力TownshipTerminalDevelopmentCapabilityofOTCRepresentative客情维护指OTC代表与终端客户（经理、柜长、营业员、坐堂医生）进行有效沟通、建立良好的关系的过程。在稳定妥善的客情维护中达到促进销售商积极性，提高销量的目的。CustomermaintenancemeanstheprocessofeffectivecommunicationandgoodrelationshipbetweenOTCrepresentativesandendcustomers(managers,counterleaders,assistantsandon-sitedoctors).Topromotetheenthusiasmofsellersandincreasesalesvolumebythestableandpropercustomermaintenance.1.客情维护的基本认知1.BasicCognitionofCustomerMaintenance2.客情关系维护的原则2.PrinciplesofCustomermaintenance（1）定期拜访和回访（1）Regularvisitsandreturnvisits（2）有的放矢、因人制宜（2）DefiniteandSuitableMeasures（3）与营业员展开有效互动（3）EffectiveInteractionwithAssistants3.客情维护的影响因素3.InfluenceFactorsofCustomermaintenanceOTC代表岗位能力目录OTCRepresentativePostCompetenceCatalogOTC代表客情维护能力CustomermaintenanceAbilityofOTCRepresentativeOTC代表竞品分析能力CompetingProductAnalysisAbilityofOTCRepresentativeOTC代表店员培训能力StaffTrainingAbilityofOTCRepresentativeOTC代表乡镇终端开发能力TownshipTerminalDevelopmentCapabilityofOTCRepresentativeOTC代表的竞品分析三步曲ThreeStepsofCompetingProductAnalysisbyOTCRepresentative分析竞争者AnalyzeCompetitors一I竞品基本结构分析Analyzebasicstructurescompetingproducts二II产定位分析Analyzeproductionpositioning三III分析竞争者AnalyzeCompetitorsOTC代表岗位能力目录OTCRepresentativePostCompetenceCatalogOTC代表客情维护能力CustomermaintenanceAbilityofOTCRepresentativeOTC代表竞品分析能力CompetingProductAnalysisAbilityofOTCRepresentativeOTC代表店员培训能力StaffTrainingAbilityofOTCRepresentativeOTC代表乡镇终端开发能力TownshipTerminalDevelopmentCapabilityofOTCRepresentativeOTC代表岗位能力目录OTCRepresentativePostCompetenceCatalogOTC代表客情维护能力CustomermaintenanceAbilityofOTCRepresentativeOTC代表竞品分析能力CompetingProductAnalysisAbilityofOTCRepresentativeOTC代表店员培训能力StaffTrainingAbilityofOTCRepresentativeOTC代表乡镇终端开发能力TownshipTerminalDevelopmentCapabilityofOTCRepresentative小结Summary抽一