How a Medical Representative can increase

his sales-Debojite Chandra Bhowmick

How a Medical Representative can increase his sales-

1. Increase Your Rx Share in the Market

If you enjoy 10% prescription share in the market and your present sales is of Tk.500000; if you increase 2% prescription share in the market , you can add additional sales of Tk.(500000/10)*2=100000Tk.

Your total sales will be (500000+100000) Tk.=600000Tk. which is 20% higher of your previous Sales

(Applicable only for prescription dependent market)

How a Medical Representative can increase his sales-

2. Increase Rx share of High Valued ProductsIf a patient comes to a doctor with common cold and RTI; in that cases doctors usually prescribe an antihistamine and an antibiotic for 5-7 days. If you get the share of antihistamine (Loratadine) Then your sales value for 7 days = (7*1*3) Tk.=21 Tk.But If you get the share of antibiotic (azithromycin)Then your sales value for 7 days= (35*1*7) Tk.=245 Tk.

How a Medical Representative can increase his sales-

3. Increase Rx share of Chronic Care Products

A patient came to a doctor with hyper acidic condition with hypertension; doctor prescribed an anti-ulcerant (esomeprazole) for 15 days and an antihypertensive (bisoprolol) to be continued.  If you get the share of anti-ulcerant (esomeprazole) Then your sales value for 15 days = (6*2*15) Tk.

=180 Tk.If you get the share of Bisoprolol Then your sales value for 1 Year= (6*1*365) Tk. =2190 Tk.

How a Medical Representative can increase his sales-

4. Increase Your Number of Orders

Let your present monthly Sales=400000Tk. and your total monthly number of orders=150.

If you procure additional 2 orders / day then your total monthly number of order will be = (2*30+150) orders =210 orders

Your Sales at the end of the month = (400000/150)*210 Tk. =560000TkAdditional Sales at the end of the month=(560000-400000)Tk.

=160000Tk.

How a Medical Representative can increase his sales-

5.  Increase Value Per Order

Let your number of order/month=150; Value per order=3000Tk,So at the end of the month your total Sales= (150*3000) Tk.

=450000 Tk.

If you apply order procuring techniques and increase value of each order by Tk.500 only; then at the end of the month your total Sales=(3000+500)*150 Tk.

=525000 Tk.

At the end of the month you are getting additional Sales=(525000-450000)Tk. =75000Tk.

Thank You

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