Medical representative day

29/1/2016Muhammad Nabil Awan (Organic Pharmaceuticals)

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A DAY OF A (MR)


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TOMORROW WORK PLAN SHOULD BE PLANNED TODAY EVENING

Muhammad Nabil Awan (Organic Pharmaceuticals)

29/1/2016

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CHECK LIST

(MSL) last visit details of that area

Any query or issues pending in that area

Call planner for the day

Doctor conversion plan for the day


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Doctor conversion plan for the day

Pob plan for the day

Samples or input planning for the day

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ON THE JOB

Be half an hour before in field

Visit all key chemist of the area


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Do RCPA

Solve any stock related issues of chemist

Identify new customer through RCPA

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PRE CALL PLANNING

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


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Always keep napkin

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

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CALLING ON DOCTOR THE RIGHT APPROACH


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CALLING ON DOCTOR

Please wait for your

Before entering keep mobile on


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Before entering keep mobile on silent mode

Always knock the door before entering

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CALLING ON DOCTOR

Don’t make noise while pulling the chair

Never enter into the private space Of doctor


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doctor

To assume right posture while sitting

Maintain eye contact with the doctor

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CALLING ON DOCTOR

Do proper detailing of our brands

If doctor asks question , Listen


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If doctor asks question , Listen understand and then reply

Don’t indulge in loose talks

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MOST IMPORTANT

Do proper sampling


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Close the call with commitment for our brands

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QUERIES/OBJECTIONS


Objections/Queries are expressed as below

Question Doubt Comment Remark

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RemarkREASONSREASONS

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 clarify Helps to develop rapport with the Doctor


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EXPRESSIONS FROM DOCTORSCOMMONLY SEEN

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

Indifference: Doctor shows lack


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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

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PRACTICE SLUSA TECHNIQUE

Stop

Listen


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Understand

Soothe

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POST CALL ANALYSIS

How did the call go?

What better I would had done?


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Was call as per plan?

In next call I should correct myself.

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AFTER WORK

Update diary

Update DCR on daily basis

Monitor secondary, primary, closing stock of your stockiest through frequent visit to stockiest


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ETIQUETTES

Always groom your hairs

Shave at least alternate day


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Shave at least alternate day

Visit a barber monthly once

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ETIQUETTES

Daily polish your shoes

Weekly once polish your bag


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Weekly once polish your bag

Always wear neat tie

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THANK YOU

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THANK YOU

Medical representative day

Health & Medicine

Transcript of Medical representative day