pharma/medical represnative training

Lets Fly High:

A PRESENTATIO

N ON SELF

ANALYSIS

Contents

1. The Flow

2. On Call Process Exercise Action Analysis

3. Off Call Process

Let’s Start this presentation with

What is difference between MNC Pharma companies and WE?

We all use same marketing tools for Promotion like

Print inputs, Gifts, CMEs, Schemes, CRM, Activity/Campaigns, Incentives

So, What are we lacking?

The Flow

• Print Inputs• Gifts• PMT support• Scientific support• Salaries & wedges• Incentives & Promotion• Training , Meeting & Guidance/strategies

HO

Exerc

ise

RCPA

•Doctor Survey

•Product Survey

•Competitor’s data

•Personal relation

The Matrix

•Right Doctor-Right Product

•Right Product-Right Doctor

•Product Priority

•Frequency of Visit

Preparation & Planning

•Daily call planning•Bag preparation•Pre call planning• Joint working planning•Activity/Campaign Planning

Action

Lights, Camera &

Opening the Call

•Greetings

• Introduction- Self/Manager/Division/Company

•Social Interaction

•First impression is last impression- Clarity of voice, accent, language, voice modulation, eye contact, body language

DetailingDetail Focus Product

First

Inform USP

Hit the Focus Point

Maintain the Integrity

Re-Emphasize

•Reminding current Rxing brand

•Maximum brand name exposure

Input Distribution

•Customer Identification•Follow guidelines by HO• Input distribution for detailed product only•Separate inputs for retailer•Consult Manager for help

Closing the Call

•Demand for Prescription firmly•Ask/Inform the availability•Thanks Giving•Feedback•Scientific Discussion

Analysis

Call Analysis

•Doctor’s interest•Query raised•Feedback•Effectiveness of Input•Pre call plan implementation•RCPA correction•Self analysis

Off call Process/Follow up

Ensuring Product Availability

Timely Reporting

Sales Closing Management

Inventory Management

Feedback to HO (New product Launch, Competitor Details, Dr Query, Campaign/Activity Feedback, Format filling)

Self Initiative

Manager Co-operation

Incentives

They may be Pharma Giants

But We are also Roaring Lions

So, Lets Not be a Sales ManBut

A Brand ManA Professional &

A Regional Leader

Lets Do It Together as a TEAM ………..