2022年RPM崗前培訓(xùn)

1、區(qū)域市場(chǎng)管理整合項(xiàng)目，資源，關(guān)鍵客戶(hù)你認(rèn)為哪一張應(yīng)該是區(qū)域市場(chǎng)經(jīng)理的肖像？辛勤的勞作者？沖鋒陷陣的精神領(lǐng)袖？亦或是面帶神秘微笑的看客？不同外企的區(qū)域市場(chǎng)銷(xiāo)售代表地區(qū)經(jīng)理區(qū)域市場(chǎng)經(jīng)理大區(qū)經(jīng)理產(chǎn)品經(jīng)理銷(xiāo)售代表地區(qū)經(jīng)理市場(chǎng)專(zhuān)員大區(qū)經(jīng)理產(chǎn)品經(jīng)理銷(xiāo)售代表地區(qū)經(jīng)理區(qū)域推廣經(jīng)理大區(qū)經(jīng)理區(qū)域市場(chǎng)經(jīng)理全國(guó)市場(chǎng)經(jīng)理區(qū)域市場(chǎng)經(jīng)理的能力模塊關(guān)鍵客戶(hù)管理預(yù)算管理市場(chǎng)活動(dòng)組織區(qū)域市場(chǎng)策略人員管理銷(xiāo)售代表培訓(xùn)預(yù)算管理項(xiàng)目管理關(guān)鍵客戶(hù)管理區(qū)域市場(chǎng)策略銷(xiāo)售代表培訓(xùn)人員管理What can you see?Key challenge finding城市/市場(chǎng)人口基數(shù)疾病發(fā)病率患者的就診率疾病的診斷率患者的治療率治療方案的選擇品牌

2、的選擇治療的依從性O(shè)ur Business 區(qū)域市場(chǎng)需要關(guān)注的節(jié)點(diǎn)Key challenge & barrier來(lái)自不同藥物的產(chǎn)品特性來(lái)自競(jìng)爭(zhēng)產(chǎn)品的市場(chǎng)推廣來(lái)自臨床研究或重點(diǎn)項(xiàng)目來(lái)自醫(yī)生的處方觀念來(lái)自醫(yī)院的醫(yī)?？刂茝母?jìng)爭(zhēng)對(duì)手發(fā)現(xiàn)挑戰(zhàn)需要關(guān)注的3個(gè)/類(lèi)競(jìng)爭(zhēng)對(duì)手The 3 competitors we need to really consider are:市場(chǎng)的領(lǐng)導(dǎo)者M(jìn)arket leader/2nd in market if we are leader增長(zhǎng)最快的競(jìng)爭(zhēng)產(chǎn)品Fastest growing, provided they have a significant share其他具有戰(zhàn)略意義

3、的競(jìng)爭(zhēng)產(chǎn)品，如新化學(xué)結(jié)構(gòu)式/新仿制品Other strategically important competitors，E.g. new molecular / new genericKey challenge finding關(guān)鍵信息對(duì)于處方影響的重要性Your brandCompetitor ACompetitor BCompetitor CBroad usage to prevent and treat stress-induced mucosal lesions and upper gastrointestinal ulcer bleeding 適應(yīng)癥廣泛，可以預(yù)防應(yīng)激性粘膜病變和治療上

4、消化道潰瘍出血Rapid suppression of gastric acid secretion 快速抑制胃酸分泌 Good efficacy, decrease the probability of peptic ulcer bleeding 療效好，可以提高消化性潰瘍出血的止血率 Long term inhibition of gastric acid secretion 持久抑制胃酸分泌 Safe, Minimal Side effect 安全性高/副作用少 Smaller individual difference, more stable efficacy 個(gè)體間差異小，療效更穩(wěn)

5、定Minimal drug interaction 藥物間相互作用小 Key challenge finding工廠(chǎng)一級(jí)代理商N(yùn)級(jí)代理商醫(yī)院/藥店門(mén)診藥房醫(yī)生處方患者供貨出現(xiàn)問(wèn)題或產(chǎn)品召回供貨出現(xiàn)問(wèn)題或醫(yī)院匯款問(wèn)題醫(yī)院?？厮幩幤妨鬓D(zhuǎn)的過(guò)程中遇到的問(wèn)題我們同樣需要關(guān)注設(shè)定目標(biāo)和主要市場(chǎng)策略Needs /umet needsCurrent behaviorDesired behaviorKey barrierAction neededDepartment 1Department 2Department 3你能給我多少預(yù)算？你需要多少預(yù)算？什么是預(yù)算？“A planned expression of

6、 money” Wright.D 1994 “A practical foundation in costing” Routledge預(yù)算的特性 A PlanA LimitA ScheduleA Reality CheckAn Allocation一個(gè)詳細(xì)的經(jīng)過(guò)多方溝通的平衡投入產(chǎn)出的計(jì)劃預(yù)算的有限性，評(píng)估項(xiàng)目的可行性具有時(shí)間階段性和時(shí)間表有可衡量的指標(biāo)，KPI是一個(gè)資源分配的過(guò)程，有具體的分配原則區(qū)域市場(chǎng)的預(yù)算分布Base on institution promotion日程銷(xiāo)售推廣行為regional promotional programs區(qū)域市場(chǎng)活動(dòng)及項(xiàng)目城市會(huì)議或區(qū)域?qū)W術(shù)會(huì)議區(qū)域贊助

7、項(xiàng)目重點(diǎn)醫(yī)院贊助項(xiàng)目區(qū)域產(chǎn)品知識(shí)定期培訓(xùn)重點(diǎn)產(chǎn)品內(nèi)部激勵(lì)計(jì)劃預(yù)算控制的節(jié)點(diǎn)歷史數(shù)據(jù)及市場(chǎng)容量分析（IMS DATA,MKY ANALYSIS）評(píng)價(jià)市場(chǎng)項(xiàng)目的效果項(xiàng)目執(zhí)行及預(yù)算進(jìn)度的跟進(jìn)（program follow up）項(xiàng)目結(jié)果的預(yù)測(cè) & 和計(jì)劃的指定(prognosis，operation plan，KOL involved)+ 外部環(huán)境的考量（new policy ，new therapy budget control，new competitor）項(xiàng)目預(yù)算的分配（budget allocation）進(jìn)步的評(píng)價(jià)市場(chǎng)目前的動(dòng)態(tài)項(xiàng)目執(zhí)行的KPI（evaluation the KPI of s

8、ales team）預(yù)算控制Budget Control計(jì)劃前的工作是成功的關(guān)鍵Achieve The PlanPreparationAction收集關(guān)鍵的贊助項(xiàng)目信息確定重點(diǎn)市場(chǎng)及醫(yī)院確定重點(diǎn)科室及講者確定關(guān)鍵推廣信息各銷(xiāo)售團(tuán)隊(duì)的預(yù)算執(zhí)行溝通項(xiàng)目的執(zhí)行市場(chǎng)反饋的獲得制定執(zhí)行計(jì)劃的時(shí)間軸2012財(cái)年4月：開(kāi)始收集次年主要贊助項(xiàng)目5-6月：進(jìn)行市場(chǎng)調(diào)研獲得key issue7月：指定市場(chǎng)策略與團(tuán)隊(duì)討論活動(dòng)形式和主要講者9月：提交市場(chǎng)計(jì)劃和預(yù)算草案10月：獲得budget owner 的反饋11月：根據(jù)最終的算調(diào)整operation plan季度調(diào)整季度調(diào)整季度調(diào)整提交季度/月預(yù)算進(jìn)度報(bào)告提交季度

9、/月預(yù)算KPI考核報(bào)告Operation PlanParent Task NumberTask NameTask NumberDescription AP01 AP02 AP03 AP04 AP05 AP06 AP07 AP08 AP09 AP10 AP11 AP12 FY 1區(qū)域贊助項(xiàng)目1區(qū)域贊助項(xiàng)目1.1血液科重點(diǎn)贊助項(xiàng)目1.1血液科上海市血液年會(huì)1.1.12013血液科年會(huì)-無(wú)錫瑞金血液高峰論壇1.1.21.2腫瘤科重點(diǎn)贊助項(xiàng)目1.2腫瘤科1.2.11.2.22主辦會(huì)議2主辦會(huì)議血液重點(diǎn)醫(yī)院項(xiàng)目2.1放療科重點(diǎn)醫(yī)院項(xiàng)目2.2綜合醫(yī)院重點(diǎn)項(xiàng)目2.3地區(qū)市場(chǎng)活動(dòng)項(xiàng)目2.4銷(xiāo)售團(tuán)隊(duì)12.4.1

10、銷(xiāo)售團(tuán)隊(duì)22.4.2銷(xiāo)售團(tuán)隊(duì)32.4.3銷(xiāo)售團(tuán)隊(duì)42.4.43銷(xiāo)售激勵(lì)項(xiàng)目3快速增長(zhǎng)項(xiàng)目3.1銷(xiāo)售明星項(xiàng)目3.2 Total OP &KPI種類(lèi)項(xiàng)目名稱(chēng)科室活動(dòng)描述客戶(hù)級(jí)別客戶(hù)數(shù)量不同級(jí)別比例金額 (RMB, K)人均費(fèi)用 (RMB)KPIMeeting？Sleeping！什么是現(xiàn)在的臨床醫(yī)師想要的？中國(guó)醫(yī)師信息的獲得各學(xué)科與國(guó)際的差距發(fā)表自己觀點(diǎn)的欲望傳統(tǒng)講授式會(huì)議的吸引力參與性The invasive fungal infection : Diagnosis and treatment progressDE PAUW, Bernardus Emilianus知名的講者有趣的話(huà)題Why ca

11、n not attract the audience?Case 1Case 2四周前三周前兩周前一周前活動(dòng)策劃小組形成活動(dòng)日期的確定客戶(hù)組別的確定(科室，類(lèi)別，級(jí)別)備選病例及治療方案的初步確定，從講者處搜集患者和治療方案的信息，并根據(jù)此信息制定會(huì)議流程的套備選方案。推選大會(huì)主席。召開(kāi)小組會(huì)議，由策劃小組向全體組員陳述本次活動(dòng)的背景，目標(biāo)和備選方案。全體組員討論決定最后采用的方案。由相關(guān)代表和主要講者討論該方案的其余細(xì)節(jié)由策劃小組確定3-4位客戶(hù)方案小組Leader，明確其要完成的任務(wù)，并由相關(guān)代表和其進(jìn)行充分溝通。根據(jù)最后方案策劃的患者小品構(gòu)思完成。整體活動(dòng)的流程確定，時(shí)間演算完成。本次活動(dòng)

12、的總預(yù)算時(shí)間為165分鐘，包括會(huì)前參點(diǎn)和中場(chǎng)休息的時(shí)間。產(chǎn)品信息猜謎的穿插時(shí)機(jī)和流程確定5天前:會(huì)議場(chǎng)地的最后確定餐點(diǎn)內(nèi)容的確定參會(huì)客戶(hù)的名單確定，并根據(jù)名單和客戶(hù)層次劃分小組與主要講者溝通會(huì)議流程小品第二次排練3天前:材料準(zhǔn)備完畢根據(jù)客戶(hù)分組打印活動(dòng)流程和獎(jiǎng)勵(lì)簡(jiǎn)介2天前:小品最后一次排練所有材料的核對(duì)和確認(rèn)活動(dòng)流程的串聯(lián)和彩排確?？蛻?hù)的到會(huì)率和到會(huì)時(shí)間Case 2客戶(hù)進(jìn)場(chǎng):10min會(huì)前餐會(huì): 30min主旨發(fā)言: 15min活動(dòng)流程介紹：5min病例小品:10min第一次小組討論：10min第二次小組討論 10min第三次小組討論 10min中場(chǎng)休息: 20min最終方案評(píng)選:20min介

13、紹階段互動(dòng)階段淘汰一個(gè)團(tuán)隊(duì)淘汰一個(gè)團(tuán)隊(duì)講者和主席總結(jié): 25min每一位客戶(hù)得到一份帶有顏色的材料。顏色表示其所在組別，材料內(nèi)容是活動(dòng)簡(jiǎn)介和需要客戶(hù)參與的內(nèi)容客戶(hù)就坐相應(yīng)座位以圓桌為單位的自助餐每一桌安排一位代表幫助活躍氣氛和客戶(hù)互相認(rèn)識(shí)大會(huì)主席就今天要討論病例的基本情況進(jìn)行主旨發(fā)言主持人介紹活動(dòng)內(nèi)容和流程通過(guò)小品介紹患者的基礎(chǔ)疾病信息，既往病史和高危因素(氣管插管氣管切開(kāi),機(jī)械通氣,假性球麻痹)。討論的目的為產(chǎn)生該目標(biāo)病例的初始診斷和用藥方案。由每隊(duì)的Leader陳述結(jié)果，陳述時(shí)間在3分鐘左右*詳細(xì)流程參見(jiàn)附錄由講者提供該患者的額外信息，并引導(dǎo)各隊(duì)調(diào)整其用藥方案。10分鐘休息，10分鐘用于產(chǎn)

14、品知識(shí)搶答病人的情況有所變化需要再次調(diào)整用藥方案。經(jīng)過(guò)三次討論，有兩個(gè)團(tuán)隊(duì)到達(dá)最后的PK賽。點(diǎn)評(píng)優(yōu)勝方案分享實(shí)際治療經(jīng)驗(yàn)總結(jié)，提問(wèn)其他吸引醫(yī)師參會(huì)的動(dòng)力新的技術(shù)和對(duì)臨床醫(yī)生的治療手段提高有所幫助能夠幫助客戶(hù)形成或融入一個(gè)團(tuán)隊(duì)中,使合作有連續(xù)性,知識(shí)的獲取有系統(tǒng)性有時(shí)選擇合適的 參會(huì)人員也是幫助提升會(huì)議質(zhì)量的保證當(dāng)然會(huì)議在醫(yī)師眼中也是一種放松的方式提升客戶(hù)的價(jià)值 制定計(jì)劃會(huì)前準(zhǔn)備會(huì)議中 跟進(jìn)根據(jù)會(huì)議的主題和目標(biāo)選定目標(biāo)客戶(hù)醫(yī)生并確認(rèn)參會(huì)條件（例如：SK,P）細(xì)查客戶(hù)情況和需求，邀請(qǐng)?jiān)诋a(chǎn)品使用及臨床實(shí)踐中問(wèn)題和興趣相似的醫(yī)生并為其選擇合適的會(huì)議。感興趣的會(huì)議主題期待的講者根據(jù)專(zhuān)家的背景和專(zhuān)長(zhǎng)選擇合

15、適講者和主席。 專(zhuān)長(zhǎng)與會(huì)議主題相符背景對(duì)參會(huì)者有足夠影響力設(shè)定會(huì)議預(yù)期的時(shí)間及地點(diǎn)向地區(qū)經(jīng)理提交計(jì)劃并獲批準(zhǔn)。正式邀請(qǐng)客戶(hù)記錄日拜訪(fǎng)中客戶(hù)對(duì)產(chǎn)品的常見(jiàn)質(zhì)疑或反對(duì)意見(jiàn)。 （每周總結(jié)，會(huì)前匯總，以備專(zhuān)家答疑解惑）會(huì)前使用“學(xué)術(shù)會(huì)議意見(jiàn)征詢(xún)”表了解客戶(hù)對(duì)本次會(huì)議的期望合理治療方案和時(shí)機(jī)產(chǎn)品使用中的瓶頸問(wèn)題臨床實(shí)踐疑點(diǎn)、難點(diǎn)與會(huì)議主席和演講者溝通：聽(tīng)眾來(lái)源和類(lèi)型 聽(tīng)眾關(guān)注領(lǐng)域和釋疑要點(diǎn)需傳遞的關(guān)鍵信息和達(dá)成目標(biāo)制定會(huì)議當(dāng)日詳細(xì)的日程和組織安排。落實(shí)各參會(huì)主管和代表分工、職責(zé) (接待/簽到，展臺(tái)，介紹，引路，收集會(huì)議評(píng)價(jià)等)制定突發(fā)情況應(yīng)急預(yù)案會(huì)前一周和會(huì)前一天，再次與講者和參會(huì)人員確認(rèn)會(huì)議時(shí)間以確保到

16、會(huì)。會(huì)前檢查會(huì)場(chǎng)內(nèi)影音、燈光等設(shè)備、場(chǎng)外指示牌，歡迎牌等。 在會(huì)場(chǎng)中放置會(huì)議用紙、筆以及“學(xué)術(shù)會(huì)議評(píng)估表”等。 演講者和參會(huì)者簽到。在會(huì)議開(kāi)始前正式介紹會(huì)議主席 會(huì)議主席正式介紹講者后會(huì)議正式開(kāi)始。觀察參會(huì)者反應(yīng)并記錄與會(huì)者提出的問(wèn)題。在會(huì)議閉幕致辭時(shí)提醒客戶(hù)完成“學(xué)術(shù)會(huì)議評(píng)估表” 并對(duì)他們的與會(huì)表示感謝。在客戶(hù)參會(huì)后3日內(nèi)當(dāng)面拜訪(fǎng)。感謝參會(huì)確認(rèn)客戶(hù)對(duì)會(huì)議的預(yù)期是否達(dá)到，有無(wú)遺留問(wèn)題和新關(guān)注點(diǎn)（記錄在“學(xué)術(shù)會(huì)議意見(jiàn)征詢(xún)”表中“會(huì)后”欄中）回顧產(chǎn)品關(guān)鍵信息使用指南中推薦的跟進(jìn)問(wèn)題。 制定客戶(hù)的進(jìn)一步跟進(jìn)計(jì)劃在會(huì)后2日內(nèi)當(dāng)面拜訪(fǎng)講者和主席。感謝參會(huì)和精彩演講、點(diǎn)評(píng)分享參會(huì)者反饋。征詢(xún)意見(jiàn)和建議跟進(jìn)

17、演講支付程序，并確認(rèn)轉(zhuǎn)賬無(wú)誤。組織市場(chǎng)活動(dòng)的基本流程會(huì)前90天會(huì)前30天會(huì)前0天會(huì)后3天那些數(shù)字是對(duì)市場(chǎng)地基本描述ExternalPerceptionInternalTTH Sales performanceA/T , Growth , Contribution , Brand vs competitorMS%, EV, Marketing sizeGR of Competitor Hospital and TendDefinition marketing trend, MS in hospital levelSales performance in departmentPromotional

18、 activity analysis, SOV/SpendingCustomer perceptionBrand awareness ,UsageValue Drivers,message recallFAZIMS CPAPRISMRXCAMTTD report/ ForecastTTD Situation & TrendTTD import & ex-import,Store in distributor 如何從數(shù)據(jù)中尋找ISSUE先發(fā)現(xiàn)ISSUE 還是 先有 DATA Finding？Example 1預(yù)測(cè)潛在的對(duì)手比較容易從簡(jiǎn)單的數(shù)據(jù)中發(fā)現(xiàn)，可能存在的問(wèn)題。但僅僅這樣不足以得出ISSUE

19、從科室和區(qū)域的角度發(fā)現(xiàn)問(wèn)題的所在從科室和區(qū)域的角度發(fā)現(xiàn)問(wèn)題的所在2線(xiàn)城市是受高價(jià)仿制品沖擊最大的市場(chǎng)2線(xiàn)城市無(wú)法在CPA 或RX分析中找到結(jié)果，怎么辦？從FAZ中從醫(yī)院的層面尋找問(wèn)題CodeIns NameProvinceCity%ActualTargetA/TGAPLast YearGrowthHO00002138余姚市人民醫(yī)院（陽(yáng)明醫(yī)院）浙江寧波市32%197,773186,662105.95%11,112187,2216%HO00002125寧波市第一醫(yī)院浙江寧波市59%87,441130,16567.18%-42,72385,9492%HO00002142慈溪人民醫(yī)院浙江寧波市63%7

20、7,49471,103108.99%6,39154,85241%HO00002135寧波市第二醫(yī)院浙江寧波市65%69,96850,382138.87%19,58539,22178%HO00002134寧波市李惠利醫(yī)院浙江寧波市69%62,73181,62976.85%-18,89973,261-14%HO00002130寧波市第六醫(yī)院浙江寧波市73%55,65562,99088.35%-7,33547,06118%HO00002127寧波市婦女兒童醫(yī)院浙江寧波市76%48,72873,57166.23%-24,84251,501-5%HO00055493寧波市泌尿腎病醫(yī)院(鄞州第二醫(yī)院)浙江

21、寧波市78%44,87650,64188.61%-5,76652,318-14%HO00002143象山縣第一人民醫(yī)院(象山縣人民醫(yī)院)浙江寧波市80%42,96939,484108.83%3,48541,2184%HO00002128鄞州人民醫(yī)院浙江寧波市81%39,21865,53359.84%-26,31557,533-32%HO00002147寧波市北侖區(qū)人民醫(yī)院(原宗瑞醫(yī)院)浙江寧波市84%34,37534,50199.64%-12634,3750%HO00034097余姚二院浙江寧波市87%29,63138,47077.02%-8,83949,676-40%HO00002124寧波

22、市第三醫(yī)院(寧波大學(xué)醫(yī)學(xué)院附屬醫(yī)院)浙江寧波市87%29,19854,10853.96%-24,90966,947-56%確定關(guān)鍵市場(chǎng)的重點(diǎn)醫(yī)院進(jìn)行處方和科室分析Example 2 根據(jù)市場(chǎng)反饋尋找問(wèn)題ConditionsTop Of Mind Molecule(s)RationaleMexicoRheumatoid arthritisPrednisone/ BetamethasonePrevents complications improves articular mobility *Oral Medrol not available in MexicoSciaticaDexamethaso

23、neRapid results & good responseBrazilSciaticaDexamethasone/ BetamethasoneFast acting and effectiveAsthma PrednisoneThe drug is traditional/consensus*Oral Medrol not available in BrazilVenezuelaModerate inflammationPrednisone/ BetamethasoneMore control of inflammation and rehabilitationAsthma Dexamet

24、hasone/ PrednisoneThe drug is traditional/consensusIndiaAllergic rhinitisPrednisolone/ DexamethasoneFamiliarity with brand & molecule Anaphylaxis HydrocortisonePrevent severity of anaphylaxisChinaRheumatoid arthritis Prednisone“Price to performance ratio” for long-term use *Oral Medrol not available

25、 in all hospitalsOsteoarthritisBetamethasone Local injection when/if orals are non-effective*Depo Medrol not available VietnamModerate InflammationPrednisoloneThe drug is traditional/consensusAnaphylaxisHydrocortisoneThe drug is traditional/consensus多種來(lái)的源數(shù)據(jù)校對(duì)與之前的感受矛盾Detail data 中尋找問(wèn)題所在Medrol IVMedro

26、l ORALNUMBER OF HOSPITALRATIO OF HOSPITAL WITH CONSECUTIVE SALES= 8 Months 8 MonthsMore hospitals with consecutive sales in SA (IV as 60%,ORAL as30%)The hospital listed in GE rapidly, as 888(2010)vs 1049(2011), but durative of sales need be improved in next step*Data from 2011AP6-2012AP5 FAZExample

27、3 市場(chǎng)區(qū)格和觀念區(qū)格相對(duì)市場(chǎng)份額zyvox在該醫(yī)院的市場(chǎng)份額/Van在該醫(yī)院的市場(chǎng)份額增長(zhǎng)率該醫(yī)院的2010年銷(xiāo)售額相對(duì)于去年的增長(zhǎng)率市場(chǎng)平均增長(zhǎng)率35增長(zhǎng)率相對(duì)市場(chǎng)份額關(guān)鍵信息調(diào)研Well established over long period of time, rich in clinical experience, large amount of patients have been using the product 產(chǎn)品歷史悠久，有豐富臨床使用經(jīng)驗(yàn)，用過(guò)該產(chǎn)品的患者人數(shù)眾多 Broad usage to prevent stress-induced mucosal lesions

28、 and treat upper gastrointestinal ulcer bleeding適應(yīng)癥廣泛，可以預(yù)防應(yīng)激性粘膜病變和治療上消化道潰瘍出血 Compound is stable, long shelf life 配置簡(jiǎn)便，配制液穩(wěn)定、存放時(shí)間長(zhǎng) Rapid suppression of gastric acid secretion 快速抑制胃酸分泌 Good efficacy, decrease the probability of peptic ulcer bleeding 療效好，可以提高消化性潰瘍出血的止血率 Minimal drug interaction 藥物間相互作用

29、小 Long term inhibition of gastric acid secretion 持久抑制胃酸分泌 Well established in Gastroenterology therapeutic area 該廠(chǎng)家在消化科治療領(lǐng)域?qū)嵙^強(qiáng) Smaller individual difference, more stable efficacy 個(gè)體間差異小，療效更穩(wěn)定 Safe, Minimal Side effect 安全性高/副作用少 Cost effective 價(jià)格合理 More flexible intravenous drip and injection 使用更靈活，

30、既可靜脈推注又可靜脈滴注 Overall satisfaction 總體滿(mǎn)意度 C1 Please rate each of these attributes based on the importance they have in your selecting an injective Proton pump inhibitors.C2 Considering the injective Proton pump inhibitors you have prescribed in the past 1 months .Key product AttributesPerformance of key brands (mean score)Wave 11Q4AB C D E F如何尋找市場(chǎng)活動(dòng)的關(guān)鍵信息和重點(diǎn)區(qū)域篩選出問(wèn)題出現(xiàn)的重點(diǎn)區(qū)域篩選