A day of a TM

Tomorrow work plan should be planned today evening

CHECK LIST (Msl) last visit details of that areaAny query or issues pending in that areaCall planner for the dayDoctor conversion plan for the dayPob plan for the daySamples or input planning for the day

ON THE JOB

Be half an hour before in field

Visit all key chemist of the area

Do rcpaSolve any stock related issues of chemistIdentify new customer through Rcpa

Pre call planning

Plan your samples and keep it on upper part of your bag

Always keep napkin

Always keep spiral side of your visual aid on upper side of your bag to reduce damage

Calling on doctor—The right approach

Please wait for your turn

• Before entering keep mobile on silent mode

• Always knock the door before entering

• Don’t make noise while pulling the chair

• Never enter into the private space Of doctor

• To assume right posture while sitting

• Maintain eye contact with the doctor

• Do proper detailing of our brands

• If doctor asks question , Listen understand and then reply

• Don’t indulge in loose talks

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MMMMMMM MOST IMPORTANT• Do proper sampling • Close the call with commitment for our brands

QUERIES/OBJECTIONSObjections/Queries are expressed as below

Question Doubt Comment Remark REASONS Lack of clarity/Conviction Ineffective Detailing (Failure in highlighting the benefits of the product) Quality concern???

Your Approach

Not to ignore/avoid- it is an expression of Doctors feelings /concern

Opportunity to clarifyHelps to develop rapport with the Doctor

Acceptance: Doctor agrees with product benefit - close the call with confidence & gain commitment

Indifference: Doctor shows lack of confidence & feels no benefit to gain from the product- Ask questions to uncover

Doubt : Doctor shows interest but not confident enough-Provide proof using LBL/Scientific information

Expressions from Doctors-Commonly seen

Practice SLUSA techniqueS top

L isten

U nderstand

S oothe

A nswer

Post call analysisHow did the call go?

What better I would had done?

Was call as per plan?

In next call I should correct myself.

After work

Update dairyUpdate and send Dcr on daily basisMonitor secondary, primary, closing stock of

your stockist through frequent visit to stockist

Etiquettes

Always groom your hairs

Shave at least alternate day

Visit a barber monthly once

EtiquettesDaily polish your shoes

Weekly once polish your bag

Always wear neat tie

Keep cosmetic kit in bagDuring summer

Thank you