Investment companies and agents from the supply chain management is the upstream and downstream relations, the impact of mutual cooperation is mutual, investment companies should take the initiative to assume responsibility for the cultivation of agents, through the training to gradually achieve the integration of ideas, ideas The unification of methods and the unification of methods have become a kind of harmonious integration. Investment companies and agents can only maintain this ecological balance for a long time. Only in this way can they realize mutual growth and development. A serious and responsible attitude towards the company and its agents.

At present, there are two main methods for pharmaceutical investment promotion. One is the provincial-level or municipal-level total generation, and the combination of agency direct sales and secondary distribution; the second is the channel downwards. The investment enterprise does not have a regional agency and directly faces the end-user investment. . From the background analysis of current agents, agents mainly include the following six types of personnel. The following is a detailed introduction:

Six types of agents:

1. Previously worked as a salesperson in a pharmaceutical company, or as a doctor, pharmacist, and nurse in a hospital; later came out of his own business; 2 worked medical staff; 3. part-time workers engaged in sales in a pharmaceutical company; 4. civil guerrillas 5. medical services People's friends and relatives 6, entrants from other industries.

Most of the first three categories have a professional medical background, while most of the latter three categories do not have a medical background. Investment companies and agents must arrange different training content for different types of personnel. Agents constitute a mixed bag of people. Regardless of their profession, academic background, and background, every successful agent has its own reasons for success. Before training agents, investment promotion companies must recognize the status and problems of agents. The status of agents can generally be summarized as follows:

1. The level of professionalism and market operation are uneven.

2. There is a desire for new products and methods, and we hope to find a “magic bullet” that can make business bigger by training.

3, regional vision, relatively closed information, industry trends, product knowledge, the relative lack of overall management experience.

4. The ability to judge and grasp policies is relatively weak, and management is more confused.

5, with gold sales, lack of a comprehensive understanding of academic promotion.

6, the enclosure tends to not do it himself, do not want others to do it.

7, the product of a mastery of understanding, interest in the first goal, the highest degree of concern is the product price difference.

8, unwilling to share terminal resources with investment enterprises.

In view of the above situation, investment companies and agents through detailed understanding, in order to product knowledge and market sales skills, establish a win-win concept with the investment business cooperation, training principles, the author believes that the pharmaceutical investment enterprises for the different agents In-house training is more different than training on the terminal. The core of agent training is guidance and specification. Therefore, it is necessary to grasp the following principles, start from the actual situation, pay attention to the results, and pay attention to skills; training must be targeted, content is not much, easy to understand; use professional terms as little as possible.