The third terminal market refers to hospitals, pharmacies and individual clinics distributed in suburban residential areas and vast rural areas. These small medical units are characterized by wide distribution area, low consumption concentration and high sales and operation costs, which makes many enterprises with average strength unable to touch the business in these fields. Due to the fierce competition between major hospitals and pharmacies in cities and towns, the state pays more and more attention to the drug consumption management in the urban-rural fringe and the vast rural areas, such as the construction of rural drug supervision network and rural drug supply network; Therefore, in recent years, the pharmaceutical industry has begun to pay more attention to the third terminal market, and some powerful pharmaceutical companies are trying to explore marketing strategies and methods suitable for the third terminal market. The third terminal was once famous in the media because of the optimistic predictions of some people in the pharmaceutical industry, and it was easy to mislead new friends. Therefore, when some colleagues who have never been involved in the pharmaceutical sales industry ask me about the market situation and development prospects of the third terminal, I generally suggest that I be familiar with this market before acting. Below, I will share with you some practical characteristics of the third terminal market and the sales methods currently used.