销售必知--医院医疗器械采购程序

admin · 发表于 2020-10-21 13:29:01

<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">一、目前医疗器械的采购程序：<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">在销售医疗器械之前，先了解客户的组织结构和工作程序，可以帮助我们理顺工作顺序和工作重点。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">1，组织结构<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">医院里申请采购的部门是使用科室或者使用的人；申请方式有口头要求或书面呈述，填写采购申请。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">决策部门是院长（分管院长）或者是院长会。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">执行部门是器械科，少数是科室自己采购，到医疗器械科报帐。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2，采购程序<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2.1低值易耗医疗器械采购<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">耗材采购，对正在使用的耗材，使用人做计划，报给器械科（处或设备科/处，以下简称器械科）采购。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">如果其它品牌的耗材进入，需要使用人建议，使用人所在科室领导同意，报给器械科或者呈报到院长那里，由院长批准后，小批量采购试用。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2.2常规使用的小设备采购（万元以下的设备）<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">由科室做消耗计划，报设备科采购。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2.3大设备的采购（每个医院，对大设备的限定不一样，我们的仪器属于大设备范围。）<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">基本程序是：<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">科室主任根据临床诊断治疗和科室经营的需要，对新项目进行论证和制定计划，判断临床价值和经济价值；决定因素是经济和临床价值以及科室能否开展这个项目。销售人员必须把相关的内容传导给主任，并帮助主任制定一个合理的方案。如果科主任认为上这个项目可以获得临床和经济价值，并认可你的公司价值观和服务，以及对你个人的信任和认可，就会按照程序填写申请购买表，递到器械科（特殊情况是递给院长）；或者先与院长沟通以后，获得许可才书写申请。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">医院根据当年采购计划，按照常规处理；或者根据你的工作力度，进行相应处理。由院长批准或院长会或采购办批准后，交器械科采购。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">器械科长会根据产品情况选择一家或多家供应商进行多次谈判。如工作做的好，很快就会和院长或医院谈判委员会进行谈判，确定合同细节。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">还有一个情况，当医院采用其它途径的资金来购买，会把项目提供给出资金的单位或组织，由他们和供应商谈判。比如政府拨款，外国政府或社会捐赠，企业医院由上级部门拨款，还有许多外国政府贷款。不同的资金来源决定你的成单时间和方式以及回款。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">二、销售的基本模式：<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">1．框图<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2．步骤一：主任拜访<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2．1首先针对临床科室主任进行拜访。在拜访中可以预先搜集资料拜访；也可以对主任直接拜访，获得第一手资料。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2．2拜访主任将占用我们大部分的工作时间，是个连续的多次拜访。在拜访中要有计划，有针对性的进行，并要控制好节奏。每次拜访回来要做好记录，每次拜访前要根据上一次拜访记录做好本次拜访的计划和准备。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2．3第一阶段拜访主任的目的：1）给他介绍产品、服务、公司和销售员个人；2）了解医院的相关程序和规则以及主任个人的资料；3）影响后续工作的因素。第二阶段拜访主任的目的：1）提单拜访；2）具体的细节策划和协商；3）帮助主任书写购买申请报告；4）听取其对后面工作的建议和相关领导的习惯做法。第三阶段拜访；当申请报告递交到院长或器械科以后，主任的第一阶段工作虽然结束，但是不可以大意。这个时候应该确保主任和你是一条战线的，共同抗击竞争者和医院决策层，所以必要的尊重和沟通是经常进行的。如果招标，主任将承担评标中的介绍和决策，因此主任的工作是始终要做下去的。即使合同成交，售后也还要拜访主任，让他成为一个宣传的窗口。科主任是领进门的人，在销售中占30-50%的作用。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">3．步骤二：院长拜访<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">3．1院长或者分管院长，对购买医疗器械有最终决策权。因此，主任的报告到院长这里，就需要开始院长的拜访了。其实之前也可以和院长接触一次，事先打个招呼，可以为后面的拜访铺垫。这里有个陷阱，稍不注意就会发生不可挽回的失败。有的医院是有分管院长的，但是分管院长能不能独立决策是我们在拜访院长前必须要从主任那里或设备科那里获得的。如果分管院长管不了而拜访，那么院长有可能因为个人的因素而否决你的项目。如果院长不管而或略了分管院长，你也会失败。在获悉正确的信息后，和院长谈话的角度是从这个项目可以获得多少效益，什么时间可以回收成本，获利多少？这些的内容说完以后，需要探询一些个人需求并给予明确的可执行方案。院长一般很忙，话要精练，事情要做好。院长在销售中占40-50%的作用<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">做好这些工作，院长就会指示器械科去和你接触了。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">4．步骤三：器械科长拜访<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">在整个环节中，器械科长的力量显得弱小些。但是器械科长不能成事却可以坏事，甚至100%的坏事或者杀价格或者要服务等刁难。所以这个环节很重要。器械科长首先要审核仪器的资质，所有的文件材料要按《医疗器械监督管理条例》规定的递交。器械科长负责商务谈判，他可能不懂机器，但是懂商务要求服务条款等，销售员完全按照公司统一的服务承诺进行表述，特殊要求由公司领导层决定。器械科长负责谈价格，但是他所谈的又不是最终价格；许多院长会在最后插入价格谈判，需要给院长面子的。销售员一要做好价格梯度的计划，又要表演好，要多做请示状。合同等细节要器械科长去核对落实的。所以需要提前做好科长的工作。装机验收和回款也是由器械科长负责。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">在整个拜访过程中，对科长要同样的尊敬，千万不要拿主任或者院长去压科长。科长与院长的关系非同一般，科长那里有院长的信息；科长知道每个单子怎么做成，如果他帮你你就会成功。科长在整个销售中占20%的作用。特殊情况下占50%。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">三、销售工作中的宪法：<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">1．销售是你和客户利益的合理分配，争取利益最大化。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2．销售过程中始终尊重客户和客户利益<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">3．销售过程需要实事求是<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">4．销售是一个团队协作下的个人负责<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">5．销售过程中统一表达公司的价值、服务和承诺<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">6．医疗器械销售是个人为主的长程拜访，需要“慎独”和专注，赢得客户尊重。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">7．公司的相关约定。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">四、必须具备的技能和素质<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">1.专业的销售员不一定是最好的，但是最好的销售员一定专业。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">2.老实实做人，踏踏实实做事情。我们所接触的客户除了在产品知识上比我们欠缺，其它方面可能都比我们高。不论主任、院长还是设备科长，他们接触过大量的业务人员，见多识广，小动作容易被发现而失去他们的尊重和信任。我个人意见是返朴归真。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">3.坚持和认真，当你的行为表现了你对自己产品的信任和认真，对方也才会认真起来。你自信能给对方带来利益，对方也会受到你的感染。只有坚持才能成功。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">4.销售的专业行为：包括礼仪、做事情的条理性、说话的严谨和机敏等。<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">最好<p extended="true" style="background-image: none; background-attachment: scroll; background-color: rgb(255, 255, 255); font-size: 14px; text-indent: 2em; letter-spacing: 1px; line-height: 24px; color: rgb(85, 85, 85); font-family: 宋体; white-space: normal; margin-top: 1em !important; margin-bottom: 1em !important; padding: 0px !important; background-position: 0px 0px; background-repeat: repeat repeat;">5.希望大家都能把自己的医疗器械市场开展好.好文岂能独享，送人玫瑰，手有余香！！<hr style="white-space: normal;" /> <strong style="font-size: 14px; line-height: 21px; color: rgb(255, 255, 255); font-family: arial, helvetica, sans-serif; margin: 0px; padding: 0px; max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span class="bkcolor" style="margin: 0px 8px 0px 0px; padding: 4px 10px; max-width: 100%; border-top-left-radius: 5px; border-top-right-radius: 5px; border-bottom-left-radius: 5px; border-bottom-right-radius: 5px; background-color: rgb(191, 0, 0); box-sizing: border-box !important; word-wrap: break-word !important;">ID: 最具人气的医疗器械维修新媒体平台分享医疗器械前沿动态、医疗器械维修经验 医疗器械维修人自己的交流平台加群主微信 shanying916 与更多行业从业人员互动交流 <img data-s="300,640" data-type="jpeg" src="http://mmbiz.qpic.cn/mmbiz/A1DicCH9Vl6MoypciaNOibiaxmVLk8eA6ibKL14uWjKsZwrWboQYKTfXqPicXycwL1icfia1pAG0VzlTX3MRR4FPV0ZtZA/0" data-ratio="1.0136054421768708" data-w="147" />

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销售必知--医院医疗器械采购程序

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