pharma/medical represnative training
DESCRIPTION
Pharma/Medical Represnative trainingTRANSCRIPT
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Lets Fly High:
A PRESENTATIO
N ON SELF
ANALYSIS
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Contents
1. The Flow
2. On Call Process Exercise Action Analysis
3. Off Call Process
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Let’s Start this presentation with
What is difference between MNC Pharma companies and WE?
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We all use same marketing tools for Promotion like
Print inputs, Gifts, CMEs, Schemes, CRM, Activity/Campaigns, Incentives
So, What are we lacking?
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The Flow
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• Print Inputs• Gifts• PMT support• Scientific support• Salaries & wedges• Incentives & Promotion• Training , Meeting & Guidance/strategies
HO
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Exerc
ise
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RCPA
•Doctor Survey
•Product Survey
•Competitor’s data
•Personal relation
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The Matrix
•Right Doctor-Right Product
•Right Product-Right Doctor
•Product Priority
•Frequency of Visit
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Preparation & Planning
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•Daily call planning•Bag preparation•Pre call planning• Joint working planning•Activity/Campaign Planning
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Action
Lights, Camera &
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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
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DetailingDetail Focus Product
First
Inform USP
Hit the Focus Point
Maintain the Integrity
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Re-Emphasize
•Reminding current Rxing brand
•Maximum brand name exposure
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Input Distribution
•Customer Identification•Follow guidelines by HO• Input distribution for detailed product only•Separate inputs for retailer•Consult Manager for help
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Closing the Call
•Demand for Prescription firmly•Ask/Inform the availability•Thanks Giving•Feedback•Scientific Discussion
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Analysis
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Call Analysis
•Doctor’s interest•Query raised•Feedback•Effectiveness of Input•Pre call plan implementation•RCPA correction•Self analysis
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Off call Process/Follow up
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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
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Incentives
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They may be Pharma Giants
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But We are also Roaring Lions
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So, Lets Not be a Sales ManBut
A Brand ManA Professional &
A Regional Leader
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Lets Do It Together as a TEAM ………..
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