How can enterprises quickly and accurately enter the fast track of investment promotion?

Free Information Network (http://www.xinxiwang.asia/) provides guidance for enterprises on how to quickly and accurately enter the fast track of business recruitment.

1. How should enterprises recognize business recruitment?

Recruitment is the full integration of external resources, selecting suitable agents that match the company's product variety, current status, corporate culture, and development strategy in an open information market environment. It utilizes the mature external sales network to achieve rapid product coverage and continuous growth. It is a form of organic outsourcing of sales. Through good service to agents, sales guidance, academic support, customer rewards, and other series of value-added services, enterprises can effectively stabilize the originally loose cooperation model and distribution team, transforming them into highly combat-effective sales teams that cooperate with the enterprise long-term, saving the investment and risks associated with building their own team.

Firstly, enterprises need to find accurate positioning and each party should fulfill their respective responsibilities. The positioning of agency enterprises should be providing products and management as value-added services. Direct product sales are the responsibility of the agents. Enterprises should not overstep their bounds or betray trust by replacing clients.

Secondly, rules must be clarified. This includes standards for screening customers, contract formulation, execution, and assessment. Everything should be based on market principles, integrity as the foundation, and law as the guideline, fully taking into account the interests of both parties. Together, create a good cooperative environment to promote market development. At the same time, effectively restrain and promptly address any violations or breaches that occur during cooperation.

2. How to prepare for recruitment

1) Clarify the product

First, conduct an analysis of the benefits and selling points of existing products and perform a SWOT analysis. Determine which products are suitable for national general agency, regional agency, or a combination of self-sales and recruitment. Factors such as medical insurance or bidding products, clear selling points, fewer similar products, large space, competitive pricing, and substantial needle agent varieties all add value to the product. For products that the enterprise has no time to handle or where its own sales force is too weak, it can lean more towards recruiting national general agencies.

2) Policy formulation

Currently, apart from a few manufacturers providing bottom goods or credit limits, the rest are basically cash-on-delivery. The generally accepted psychological price in the market is a 20% discount off the product's batch price. Exclusive or unique products can have discounts ranging from 25-35%. Appropriate security deposits may be charged based on the product and local conditions.

Implement a tiered rebate policy and provide support and rewards to major clients and medium-to-small clients with good growth potential as much as possible.

3) Target setting

Set annual regional targets, first batch delivery quantities, and break down the annual target progress according to different municipal market capacities and experience values combined with local bidding and medical insurance situations and other actual factors. Develop a product target verification table to ensure there are clear guidelines and a clear understanding.

4) Material preparation

Prepare complete product materials, recruitment manuals, and other necessary documents. Ensure that product features are clear and contact methods are explicit so that clients can easily get in touch with the company.

5) Recruitment method selection

Combine multiple recruitment methods such as participating in exhibitions, publishing advertisements, visiting clients on the ground, purchasing or exchanging client data.

Exhibitions: Mainly targeted at national pharmaceutical conferences, new special drug conferences, and some key regional recruitment conferences. Advertising before the conference can release product information. Booths should be simple yet eye-catching, clearly displaying the benefits and selling points of key recruitment varieties to visitors, creating instant impact and attracting attention. During the conference, focus on collecting potential client information and competitor details, and actively follow up post-conference. Small gifts can be distributed along with materials.

Advertising: Typically choose professional media like China Pharmaceutical News, China Pharmaceutical Economic News, China Pharmaceutical Business Intelligence, and pharmaceutical recruitment websites like China Pharmaceutical Recruitment Network. Company websites can also be used for releases and promotion. Many websites allow free information posting.

Ground visits: Find local powerful target clients through visits to local businesses or client recommendations. Usually, the credibility and success rate of good clients recommending other good clients are high.

Purchase or exchange client data: Collaborate with consulting companies or websites to purchase client data or exchange client data with other companies.

6) Clearly define team roles

The recruitment team can be either streamlined or comprehensive. Some companies have the recruitment department responsible for screening target clients while the sales department handles negotiations and signing contracts. Others establish complete regional recruitment teams nationwide. Some individuals are responsible for large regions and operate in a mobile office mode. Even some companies maintain two concurrent recruitment teams, one at headquarters and another at branch offices. The format can vary, but roles and functions must be clear. Most importantly, client selection criteria must be unified, and operation areas must be clearly divided to avoid conflicts and disputes.

3. How can enterprises successfully conduct recruitment?

1) Enterprises must adhere to integrity and ensure quality

Even if the product is not the best and the price is not the most optimal, maintaining trust and sincerity can retain client loyalty. Maintaining stable policies, following established rules, strictly protecting market and client interests, allows manufacturers to gain client trust, leading to enjoyable cooperation. Reversing decisions and lacking credibility, giving products to anyone who asks, and reclaiming products when clients succeed are practices that clients detest.

2) Products should have certain characteristics and selling points

Having something others don't, or being better than what others have, implementing differentiated marketing is the basis for standing out.

3) Pay attention to building corporate image and product brand

Recognizing enterprises through famous products or recognizing other products through well-known enterprises can yield significant intangible asset benefits.

4) Ensure a certain amount of information flow and client base, actively maintaining clients

Even good wine fears being in a deep alley. Effectively releasing information is crucial. Integrating various methods to effectively promote product information will lead to more and more clients proactively seeking out the enterprise. Utilize existing client bases, grow together with clients, jointly solve encountered problems, and share and promote good experiences. Compared to the primitive sales method of simply making payments and shipping goods, this type of partnership built on shared hardships and future growth is more solid and stable. Clients voluntarily proposing to increase varieties or introducing other clients are rewards and affirmations of the enterprise's dedication to maintaining client relationships.

5) Have negotiation experts capable of overseeing the overall situation and balancing the interests of the company and clients

Client identities vary widely, from company presidents to individual rural practitioners. Many clients are very strong and make stringent demands. Under the premise of a buyer's market, deciding on appropriate clients and achieving mutual goals requires negotiation experts with sufficient authorization and the ability to balance both parties' interests.

By mastering the above points, even new companies and new products without any market share or substantial financial strength need not worry excessively. Entering the fast track of recruitment is just around the corner.

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