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王洪(化名)憔悴地走出价格谈判的会场。虽然顶着37度的高温,可他的心里却怎么也暖不起来。这场谈判的结果意味着他肯定要失去这家医院的业务了,并且,这很可能是仅仅是个开始。王洪从事医疗产品销售已经有接近20个年头,属于中国最早一批医药代表。随着业务经验的丰富和人脉关系的建立,他已在他当地的不少医院拥有稳定的业务,成为多个产品的终端代理商(俗称“大包”),近几年主要从事检验试剂的销售。一直以来检验试剂因为专一性强(特定的检验设备和项目需搭配制定的试剂),准入门槛高,竞争相对平和,非常依赖人脉关系
Wang Hong (a pseudonym) haggard out of the price negotiations venue. Although the top 37 degrees of heat, but how his heart can not warm up. The outcome of this negotiation means that he is sure to lose the hospital’s business, and that this is likely to be just the beginning. Wang Hong engaged in medical product sales for nearly 20 years, belonging to China’s first batch of medical representatives. With the abundant business experience and the establishment of network connections, he has a steady business in many hospitals in his area and has become the terminal agent for many products (commonly known as “bales”). In recent years, he has been mainly engaged in the inspection Reagents sales. Since the test reagents have always been strong (specific test equipment and projects need to be formulated with the reagent), access to high barriers to competition is relatively calm, very dependent on personal connections