大区经理汇报模板

广州大区2005年销售计划2004年12月（草案）目录1.销售回顾和分析2.销售目标3.进药目标4.客户管理计划5.销售活动计划6.区域市场执行计划及学术专家发展计划7.政府事务及大客户计划8.培训计划9.组织机构及人员计划10.费用预算目录1.销售回顾和分析2.销售目标3.进药目标4.客户管理计划5.销售活动计划6.区域市场执行计划及学术专家发展计划7.政府事务及大客户计划8.培训计划9.组织机构及人员计划10.费用预算1.大区销售完成及增长率2.分产品销售趋势3.目标医院进药回顾4.大区城市份额分析5.地区增长贡献分析大区经理完成销售回顾及分析大区销售完成及增长率（PC1）-20.0%0.0%20.0%40.0%60.0%80.0%100.0%120.0%140.0%60.0%68.0%76.0%84.0%92.0%100.0%108.0%116.0%AchievementGrowthHN-PCSY-PCCD-PCHZ-PCFJ-PCNJ-PCGZ-PCSH-PCBJ-PCWH-PCTJ-PCJN-PCAverageAchievement(100.0%)AverageGrowth(54.8%)BJ-PCSH-PCGZ-PCHZ-PCNJ-PCJN-PCTJ-PCSY-PCFJ-PCCD-PCHN-PCWH-PCNatStra.MKTPoten.MKTHos.ActualSales5,757,71710,906,75213,713,57516,352,97115,464,39011,071,4567,888,21510,579,2084,325,5013,165,9556,058,49410,665,370115,949,60673,266,86242,682,744%(Region./Nat.)5.00%9.40%11.80%14.10%13.30%9.50%6.80%9.10%3.70%2.70%5.20%9.20%100.00%63.20%36.80%%(Act./Tar.)89.00%92.60%92.90%116.80%103.50%107.70%114.00%98.60%85.90%67.70%96.40%106.10%100.00%101.50%97.70%%(Hos.04/03)138.10%32.20%41.60%89.70%52.40%67.40%67.20%37.50%25.20%1.50%50.50%72.90%54.80%60.20%46.30%大区销售完成及增长率（PC1全产品）广州深圳顺德东莞佛山惠州江门中山湛江汕头-100%-50%0%50%100%150%200%0%20%40%60%80%100%120%140%AverageGrowth(37%)AverageAchievement(94%)DSM/TL总金额DIOLESSTR2004年Growth%2004年Growth%2004年Growth%2004年Growth%Act.Ach.%Act.Ach.%Act.Ach.%Act.Ach.%深圳4,307,465107%80%87,892112%99%50,27798%45%52034%#DIV/0!珠三角4,441,11384%19%77,15079%20%66,92893%11%3,45082%#DIV/0!广州6,319,51195%30%127,98195%32%71,82797%19%3,46056%#DIV/0!15,068,08894%37%29302394%42%18903296%22%743062%#DIV/0!大区销售完成及增长率（Diovan®）深圳珠三角广州0%20%40%60%80%100%120%0%20%40%60%80%100%120%140%AverageGrowth(42%)AverageAchievement(94%)DSM/TL总金额DIOLESSTR2004年Growth%2004年Growth%2004年Growth%2004年Growth%Act.Ach.%Act.Ach.%Act.Ach.%Act.Ach.%深圳4,307,465107%80%87,892112%99%50,27798%45%52034%#DIV/0!珠三角4,441,11384%19%77,15079%20%66,92893%11%3,45082%#DIV/0!广州6,319,51195%30%127,98195%32%71,82797%19%3,46056%#DIV/0!15,068,08894%37%29302394%42%18903296%22%743062%#DIV/0!大区销售完成及增长率（Lescol®）深圳珠三角广州0%10%20%30%40%50%60%91%92%93%94%95%96%97%98%99%100%AverageGrowth(22%)AverageAchievement(96%)DSM/TL总金额DIOLESSTR2004年Growth%2004年Growth%2004年Growth%2004年Growth%Act.Ach.%Act.Ach.%Act.Ach.%Act.Ach.%深圳4,307,465107%80%87,892112%99%50,27798%45%52034%#DIV/0!珠三角4,441,11384%19%77,15079%20%66,92893%11%3,45082%#DIV/0!广州6,319,51195%30%127,98195%32%71,82797%19%3,46056%#DIV/0!15,068,08894%37%29302394%42%18903296%22%743062%#DIV/0!大区销售完成及增长率（Starlix®）深圳珠三角广州-500-5001,0001,5002,0002,5003,0003,5004,0004,5000%10%20%30%40%50%60%70%80%90%100%AverageAchievement(62%)DSM/TL总金额DIOLESSTR2004年Growth%2004年Growth%2004年Growth%2004年Growth%Act.Ach.%Act.Ach.%Act.Ach.%Act.Ach.%深圳4,307,465107%80%87,892112%99%50,27798%45%52034%#DIV/0!珠三角4,441,11384%19%77,15079%20%66,92893%11%3,45082%#DIV/0!广州6,319,51195%30%127,98195%32%71,82797%19%3,46056%#DIV/0!15,068,08894%37%29302394%42%18903296%22%743062%#DIV/0!大区（地区）分产品销售趋势（Diovan®）Reg.Dec-03Jan-04Feb-04Mar-04Apr-04May-04Jun-04Jul-04Aug-04Sep-04Qct-04Nov-04TotalTotal(value)深圳4,9666,0294,4465,9266,6107,9457,2026,7646,7088,2184,98611,52981,3292,809,104珠三角7,7246,6064,5507,5537,9384,5704,6506,4536,5536,1625,1198,49876,3762,638,027广州13,1957,2939,85010,6799,12312,18713,0609,62510,83210,6958,28513,176128,0004,421,120Total25,88519,92818,84624,15823,67124,70224,91222,84224,09325,07518,39033,203285,7059,868,251-5,00010,00015,00020,00025,00030,00035,000Dec-03Jan-04Feb-04Mar-04Apr-04May-04Jun-04Jul-04Aug-04Sep-04Qct-04Nov-04深圳珠三角广州Total大区（地区）分产品销售趋势（Lescol®）0500010000150002000025000Dec-03Jan-04Feb-04Mar-04Apr-04May-04Jun-04Jul-04Aug-04Sep-04Qct-04Nov-04深圳珠三角广州TotalReg.Dec-03Jan-04Feb-04Mar-04Apr-04May-04Jun-04Jul-04Aug-04Sep-04Qct-04Nov-04TotalTotal(value)深圳439650681995472261775156352035974612522029363637510361274890珠三角770364053606618440924741679946736002809235566389682411704664广州957132544822546954697013672446556380623636949066723321806856Total2167014727104221637615737169101704412925169951954810185190921916104786410大区（地区）分产品销售趋势（Starlix®）0200400600800100012001400Dec-03Jan-04Feb-04Mar-04Apr-04May-04Jun-04Jul-04Aug-04Sep-04Qct-04Nov-04深圳珠三角广州TotalReg.Dec-03Jan-04Feb-04Mar-04Apr-04May-04Jun-04Jul-04Aug-04Sep-04Qct-04Nov-04TotalTotal(value)深圳0000000020300010042012722珠三角00020130130298690410370710274082995广州00022050330270830340350270400306092687Total0002225046040011281050106064012106220188404医院进药回顾(医院级别)产品医院级别计划进院数实际进院数计划进院数实际进院数计划进院数实际进院数11104211117411512122612290400002032592343715DioLesStrA1TotalA2B1B2C医院进药回顾（城市）产品city计划进院数实际进院数计划进院数实际进院数计划进院数实际进院数103821664061103116911162592343715DioLesStr广州Total深圳珠三角大区各城市销售份额分析深圳15%东莞7%惠州5%汕头2%佛山7%顺德13%江门4%中山3%湛江2%广州42%城市（地区）销售增长贡献1,912,732719,9041,459,39915,068,08810,976,05302000000400000060000008000000100000001200000014000000160000002003深圳珠三角广州2004地区20032004增长深圳2,394,7324,307,4651,912,732珠三角3,721,2094,441,113719,904广州4,860,1126,319,5111,459,399合计10,976,05315,068,0884,092,034城市（地区）销售增长贡献（Diovan®）205,692293,02343,62812,84830,855-50,000100,000150,000200,000250,000300,000350,0002003深圳珠三角广州2004地区20032004增长深圳44,26487,89243,628珠三角64,30277,15012,848广州9