제약 영업 이야기 1... 고객을 신경 쓰이게 하라!

개인 기업 서치펌

커뮤니티

게시판

갤러리

daniel의 일기장

제목 : 제약 영업 이야기 1... 고객을 신경 쓰이게 하라!

작성자: 정현효

조회: 248 등록일: 2022-01-12

<p> <span style="font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; font-size: 32px; font-style: inherit; font-variant-ligatures: inherit; font-variant-caps: inherit; font-weight: inherit; white-space: pre-wrap; color: rgb(51, 51, 51); background-color: rgb(255, 255, 255);">제약 영업 이야기 1... 고객을 신경 쓰이게 하라!</span></p><div class="se-component se-documentTitle se-l-default " id="SE-757549d8-8566-4506-82e7-556edaefc8cb" style="margin: 0px 0px 40px; padding: 0px; border: 0px; font-variant-numeric: inherit; font-variant-east-asian: inherit; font-stretch: inherit; font-size: medium; line-height: inherit; font-family: se-nanumgothic, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline; position: relative; color: rgb(102, 102, 102); background-color: rgb(255, 255, 255);"><div class="se-component-content" style="margin: 0px auto; padding: 0px 40px; border: 0px; font: inherit; vertical-align: baseline; max-width: 100%; position: relative;"><div class="se-section se-section-documentTitle se-l-default se-section-align-left" style="margin: 0px auto 0px 0px; padding: 40px 0px 29px; border: 0px; font: inherit; vertical-align: baseline;"><div class="blog2_container" style="margin: 0px 0px -6px; padding: 34px 0px 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 14px; line-height: 30px; font-family: inherit; vertical-align: baseline;"><span class="writer" style="margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline;"><span class="area_profile" style="margin: 0px 4px 0px 0px; padding: 0px; border: 0px; font: inherit; vertical-align: top; display: inline-block; position: relative; width: 30px; height: 30px;"><a href="https://blog.naver.com/hcheong61" class="link" target="_top" style="text-decoration-line: none; margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline; display: block;"><img src="https://blogpfthumb-phinf.pstatic.net/MjAyMTA0MDdfMjc1/MDAxNjE3NzYwMjcyOTE4.TJH0xxAomDBHqV9H4HjcTuRlbwmMsCJy8MK6p0vSHcEg.1sZZPy1UO4C0mwdg9w-fSxtrL8dnQpy3krxu4wzC8PYg.JPEG.hcheong61/KakaoTalk_20210407_104756794.jpg?type=s1" class="img egjs-visible" alt="프로파일" style="border: 0px; margin: 0px; padding: 0px; font: inherit; vertical-align: baseline; width: 30px; height: 30px; border-radius: 100%;"></a></span> <span class="nick" style="margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: top; display: inline-block; overflow: hidden; text-overflow: ellipsis; white-space: nowrap;"><a href="https://blog.naver.com/hcheong61" class="link pcol2" target="_top" style="color: rgb(102, 102, 102); text-decoration-line: none; margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline;">다니엘</a></span> </span><i class="dot" style="opacity: 0.2;">・ </i><span class="se_publishDate pcol2" style="margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline; opacity: 0.5;">2021. 12. 23. 13:07</span></div><div class="blog2_post_function" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 14px; line-height: inherit; font-family: inherit; vertical-align: baseline; position: absolute; right: 30px; bottom: 23px; white-space: nowrap;"><a href="https://blog.naver.com/PostList.naver?from=postList&blogId=hcheong61&currentPage=2#" id="copyBtn_222602670269" class="url pcol2 _setClipboard _returnFalse _se3copybtn _transPosition" title="https://blog.naver.com/hcheong61/222602670269" style="color: rgb(102, 102, 102); text-decoration-line: none; margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: inherit; line-height: 30px; font-family: inherit; vertical-align: top; display: inline-block; opacity: 0.5; cursor: pointer;">URL 복사</a> <a href="https://blog.naver.com/PostList.naver?from=postList&blogId=hcheong61&currentPage=2#" class="btn_stat pcol2 _postStat _returnFalse _param(https://blog.stat.naver.com/blog/article/222602670269/cv)" target="_blank " style="color: rgb(102, 102, 102); text-decoration-line: none; margin: 0px 0px 0px 11px; padding: 0px 11px 0px 5px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: inherit; line-height: 30px; font-family: inherit; vertical-align: top; display: inline-block; overflow: hidden; position: relative; height: 30px;"><i class="ico_stat" style="display: inline-block; margin: 0px -6px 0px 0px; font-size: 18px; transform: scale(0.5, 0.5); opacity: 0.35; vertical-align: top;"></i> <span class="text" style="margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline; opacity: 0.5;">통계</span><i class="aline" style="position: absolute; inset: 0px; border-style: solid; border-width: 1px; opacity: 0.2;"></i></a> <div class="overflow_menu" style="margin: 0px 0px 0px 1px; padding: 0px; border: 0px; font: inherit; vertical-align: top; display: inline-block; position: relative; z-index: 40;"><a href="https://blog.naver.com/PostList.naver?from=postList&blogId=hcheong61&currentPage=2#" class="btn_overflow_menu _open_overflowmenu pcol2 _param(222602670269) _returnFalse" role="button" area-haspopup="true" area-expanded="false" style="color: rgb(102, 102, 102); text-decoration-line: none; margin: 0px; padding: 7px 10px 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 17px; line-height: inherit; font-family: inherit; vertical-align: baseline; display: block; width: 3px; height: 23px; opacity: 0.5;"><span class="blind" style="overflow: hidden; position: absolute; clip: rect(0px, 0px, 0px, 0px); width: 0px; height: 0px; margin: 0px; font: inherit; top: auto !important; left: auto !important; padding: 0px; border: 0px; vertical-align: baseline;"></span></a></div></div></div></div></div><div class="location_component" style="margin: 0px; padding: 0px; border: 0px; font-variant-numeric: inherit; font-variant-east-asian: inherit; font-stretch: inherit; font-size: medium; line-height: inherit; font-family: se-nanumgothic, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline; color: rgb(102, 102, 102); background-color: rgb(255, 255, 255);"><div class="location" style="margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline;"></div></div><div class="se-main-container" style="margin: 0px; padding: 0px; border: 0px; font-variant-numeric: inherit; font-variant-east-asian: inherit; font-stretch: inherit; font-size: medium; line-height: inherit; font-family: se-nanumgothic, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline; color: rgb(102, 102, 102); background-color: rgb(255, 255, 255);"><div class="se-component se-text se-l-default" id="SE-d69131a7-2886-4a53-8187-616784ad0737" style="margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline; position: relative;"><div class="se-component-content" style="margin: 0px auto; padding: 0px 40px; border: 0px; font: inherit; vertical-align: baseline; max-width: 100%;"><div class="se-section se-section-text se-l-default" style="margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline;"><div class="se-module se-module-text" style="margin: 0px; padding: 0px; border: 0px; font: inherit; vertical-align: baseline;"><p class="se-text-paragraph se-text-paragraph-align- " id="SE-f684d351-3e27-409e-8578-586993105925" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-3339ebb6-f19b-4e48-b4e9-a1e71818b442" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">제약 영업 25년에 BD 영업 10년 경험을 후배들에게 전하려고 합니다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-6049db5e-84c3-4216-ab8e-757bfc45e119" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-ca6bc417-23ec-41fd-b2d1-f42c5596b9d0" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">가장 먼저 첫 번째 주제는 '고객을 신경 쓰이게 하라' 입니다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-34caaa7b-2a56-400e-aa2b-aceda3d1ee8a" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-222434d3-097b-4032-96f5-7666a653582e" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">뭔 뜻일까요? 제약 영업은 의사, 약사를 대상으로 하는 거래처 영업입니다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-211c2c78-adbe-4f5f-b83a-55813dbb6e68" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-f008b9a8-efd2-4848-a48f-dc7cf7cc34d9" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">또는 신규 영업을 해야 합니다. 그래서 이번에 2가지 사례를 가지고 이야기해 볼까 합니다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-20c57f19-9b38-4bf8-b89a-49758debc3e1" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-8f38b287-7723-4f1b-b68d-65cdd8c48bed" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">신규 영업은 참 어렵습니다. 자기거래처가 아니어서 고객들이 잘 만나주지 않습니다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-46917c6b-87c4-4ad1-9e2d-e8d6691cef32" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-2450576c-4a0c-4102-83d5-025eb19bbd87" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;"></span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-d1b709b7-afed-43ef-b2e0-831b9604a16e" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-5d4aed4b-2dbb-4136-b9bf-ab0f9e73ba2c" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">사례 1</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-95901516-6ae3-4d29-ac26-6c942f805ab6" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-a9175383-eda4-4ef1-88c7-71bdd9d84286" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">제목 :</span><span class="se-fs- se-ff-nanumsquare   " id="SE-9d7a92b9-b0eb-45a4-99ac-1ca2831632a9" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;"><span style="font-weight: 700; background-color: inherit; font-family: inherit;">환자 대기실 전등이 깜빡 거여요!</span></span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-85b91df8-a0d5-4708-987d-798fdf37393e" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-5e1bb9da-accf-4eb1-a9a1-f66d271280cb" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">한 담당자가 신규를 하려고 내과를 방문을 합니다. 간호사에게 인사를 하고 원장님을 만나 뵙겠다고 하니  거래처 담당자 외는 만나 주지 않는다고 합니다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-1fa42b75-b0f3-47c1-b637-413a2d82e324" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-86b1e6a5-8b0f-4801-9f8d-e315788cea70" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">이 담당자는 알겠다고 하면서 의원의 이곳저곳을 살피고 환자들의 동선도 파악하고 그 의원을 나왔습니다. 그런데 대기실 전등이 깜빡 거리는 것을 보고 머릿속에 기억을 해두었습니다. </span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-9df83b74-76ae-46bb-8396-cc6f6093278b" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-38e9c5c3-aa5e-4393-af55-d3e86d1d923b" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">다음 주에 방문을 해보니 아직 그대로였습니다. 담당자는 간호사에게 전등이 깜빡거린다고 하니 그러잖아도 새 전등으로 갈아야 하는데 갈 사람이 없다고 그러는 것을 듣고  밖으로 나가서 전등을 사고 사다리를 빌려서 전등을 갈아 끼웠다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-6466d4a4-7ab6-45ec-849c-1aeab67bc5b5" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-39840681-360f-4b01-bb29-4b72cc106e1b" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">그리고 쿨하게 의원을 나왔고 그다음 주 방문을 하니 간호사가 원장님이 보자고 하여 원장님을 처음으로 만났다. 원장님은 고맙다고 하면서 쓰고 있는 약이 있으니 도와줄 것이 없다고 하면서 다음 기회에 보자고 한다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-6b8e91ca-d3eb-4b77-b633-943238971b91" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-0dcad9a9-c675-450d-971e-a6dee2752967" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">담당자는 원장 얼굴이라도 보았으니 만족한다 하면서 의원을 나왔다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-e69ac36f-29d4-47ce-b30d-1771de337d1d" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-b1cab088-046d-43d9-a686-c371934bf8a4" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;"></span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-03d6ce33-d5d2-47d6-9ed2-072bc63744e4" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-b84b3d55-a7ef-4f72-afd6-c35bd53bffdd" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">다음 주 방문하여 의원 이곳저곳을 다니면서 책꽂이 정돈 및 청결하지 않는 곳을 청소도 하였고 매주 방문해서 그냥 원장을 만나지 않고 간호사와 이야기만 하다가 가만히 앉아서 다음 스케줄을 점검하다가 위원을 나왔다. 한 두 달을 그렇게 하니 다시 원장이 보자고 해서 원장을 만나니 왜 자꾸 찾아와서 귀찮게 하느냐 하면서 할 이야기가 있으면 하라고 했다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-9e750929-32d3-4637-b4f7-5ad1e5107cdf" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-068c57dc-fa67-4d96-a2f1-9a38f486c950" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;"></span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-a30f739c-b532-4201-82d4-9fe107526259" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-fefc9207-efbc-4ecc-bb5d-70aaa96045ec" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">제품 소개를 처음 3분 동안 아주 자신 있게 하고 Closing을 아주 깔끔하게 하니 원장님이 하는 말 너 같은 친구는 처음 본다 하면서 자네 회사 약이 좋은 약인걸 잘 알고 있다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-3c3a0598-cc0f-4ad8-8951-3fbf87a9b064" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-5868bd39-e503-4354-9916-41d6616b6dd9" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">아주 많이 처방은 어렵지만 처방을 하겠다고 약속을 하였다고 한다. 그리고 꾸준히 방문을 하고 원장님을 만나고 하니 매출이 자기거래처의 상위 10% 이내의 매출을 올렸다. 성공한 거래 처 였다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-e9f9f1e1-3f83-42c6-bc94-0ba9aa1201a2" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-07e7d456-fa80-4f68-a8d5-6e59622af140" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;"></span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-ab4871cb-a76d-4dae-83b6-0360883221e6" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-37ddc8a7-3187-4a55-84b7-5e849f8f3cc8" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">감사하다고 같이 방문을 드리니 원장님 왈 이 친구가 자꾸 신경이 쓰이게 만들어서 안 만날 수가 없고 약을 안 쓸 수가 없었다. 그리고 전등을 갈아주는 것을 들었는데 우리 의원에 오는 영업사원이 30~40명은 되는데 어느 누구도 신경 쓰지 않는 것을 이 친구가 가는 것을 보니 </span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-e2ca3d72-b553-410b-a6eb-75ac64043069" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-19a04b65-9eb3-4a4f-b2ec-bd1c83502aae" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">뭔가 다르다는 것을 알았다고 한다.(다른 영업사원 자기제품관점/이직원은 거래처 관점)</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-79110a45-312f-4975-be92-1c7cee832270" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-0a6da6bd-c30c-4f1d-a9ef-e2f407a90271" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">이 친구는 영업 감각이 있고 영업으로 성공할 것이라고 한다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-e7d0eb30-aa90-4ed9-9b82-81cbdf9e0cf0" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-29f714b4-1a3f-45d7-a63f-36878f6604ee" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;"></span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-27ea25ee-9f8a-41ef-823a-45f3bf505ba4" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-e6c4adbc-0572-49ac-9410-01150f968601" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">이것이 뭘까요? 단순하지만 계속적으로 원장에게 신경을 쓰게끔 하는 것 </span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-b4aec3cd-b579-4069-8e9a-a356001ddca2" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-3918d653-d257-4317-8323-a3325daa9dc9" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">그것이 영업전략입니다. 즉 원장님은 계속적으로 조그마한 불편한 생각이 머릿속에 자리 잡고 있었고 </span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-8f4238bf-0240-442f-8a7a-105777a1c375" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-2328ab34-08ed-46c9-bf48-03de208e03c1" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">전등을 갈아주는 단순한 행동에도 빚을 진듯한 느낌을 받고 있는데 방문해서 요구도 하지 않고 만날 생각도 하지 않고 간호사만 만나고 의원 한 바퀴 점검하고 가는 친구가 참 신기하였다고 하였다. 그래서 그 불편함을 없애려고 만나서 물어본 것이다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-f7a86222-469d-4eef-b76a-b366ea67cdc5" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-d73ee36c-16ef-4c10-aa9b-6cb215b27a53" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;"></span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-41958e4f-8422-48ec-8331-54a904e19c1a" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-10909746-522c-4625-9ee4-15431c84f984" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">이때가 MOT(진실의 순간)가 시작되고 정확한 제품 소개를 하고 원장은 귀를 열게 된 것이다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-cea1bd5e-98ce-48fd-92fe-ca36301e7ece" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-4ec819aa-2908-45b2-ae07-99ab1ea44159" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">이것이 고수의 전략이 아닐까요? 진실의 순간을 위해서 원장님을 신경 쓰이게 한 것입니다.</span></p><p class="se-text-paragraph se-text-paragraph-align- " id="SE-f63e13d3-1d96-40e8-a93e-bdabdd754ad4" style="border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 0px; line-height: 1.8; font-family: inherit; vertical-align: baseline; word-break: break-word; overflow-wrap: break-word; white-space: pre-wrap;"><span class="se-fs- se-ff-nanumsquare   " id="SE-9673fbc6-9849-4344-8d22-06a7cee3b9f3" style="margin: 0px; padding: 0px; border: 0px; font-style: inherit; font-variant: inherit; font-weight: inherit; font-stretch: inherit; font-size: 15px; line-height: inherit; font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; vertical-align: baseline;">일반적인 영업사원의 오류는 자기 이야기만 하고 간다는 것입니다. 그때는 원장님이 들을 준비가 안 되어있다는 것입니다. 하루에 20여 명의 영업사원이 오고 환자를 100명 보는 원장님이기  때문입니다.</span></p></div></div></div></div></div><p><span style="font-family: se-nanumsquare, "\B098눔고딕", nanumgothic, sans-serif, Meiryo; font-size: 15px; font-style: inherit; font-variant-ligatures: inherit; font-variant-caps: inherit; font-weight: inherit; white-space: pre-wrap; background-color: rgb(255, 255, 255); color: rgb(102, 102, 102);">다음에 사례2를 가지고 만나겠습니다.</span></p><p> </p>									<style type='text/css'> p { line-height:270%;}</style>

댓글 : 0 건



이전글	제약 영업 이야기 2.... 고객을 신경 쓰이게 하라
다음글	엄지 척

번호	제목	작성자	조회	등록일

12	나의 공간 플레이리스트 2 .. 모락산	정현효	294	2021-12-01

11	나의 공간 플레이리스트 4... 청계사	정현효	289	2021-12-08

10	나의 공간 플레이리스트 3... 과천 동물원 ...	정현효	259	2021-12-08

9	엄지 척	정현효	294	2021-12-08

☞	제약 영업 이야기 1... 고객을 신경 쓰이게...	정현효	249	2022-01-12

7	제약 영업 이야기 2.... 고객을 신경 쓰이...	정현효	283	2022-01-12

6	세상에는 팔거나 팔리거나 뿐이다.... 고객...	정현효	230	2022-01-12

5	신년 다짐(목표)은 일주일 안에 실패한다.	정현효	213	2022-02-09

4	열정과 냉정 사이	정현효	184	2022-02-14

3	欲露還藏(욕로 환장)	정현효	204	2022-02-16

2	회복탄력성(Resilience)	정현효	131	2022-03-18

1	도척 지견(盜跖之犬)	정현효	143	2022-03-18

1 | 2 | 3