pharma/medical represnative training
DESCRIPTION
Pharma/Medical Represnative trainingTRANSCRIPT
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 ………..