Pharma/Medical Represnative training

1. Lets Fly High:

2. Contents
1. The Flow
2. On Call Process
 Exercise
 Action
 Analysis
3. Off Call Process

3. Let’s Start this presentation with
What is difference between MNC
Pharma companies and WE?

4. We all use same marketing
tools for Promotion like
Print inputs, Gifts, CMEs,
Schemes, CRM,
Activity/Campaigns, Incentives
So, What are we lacking?

5. The Flow

6. • Print Inputs
• Gifts
• PMT support
• Scientific support
• Salaries & wedges
• Incentives &
Promotion
• Training , Meeting &
Guidance/strategies
HO
• Doctor/Chemist
Call
• Doctor selection
• In clinic
performance
• Relations/Brandi
ng
• Follow up
• Implementation
• Feedback
• Misc
Field • Product &
Selection
• Promotion
• Doctor type
• CRM
• CME
• Schemes/Offers
• Regularity
• Misc
Customer

7. Exercise

8. RCPA
• Doctor Survey
• Product Survey
• Competitor’s data
• Personal relation

9. The Matrix
• Right Doctor-Right Product
• Right Product-Right Doctor
• Product Priority
• Frequency of Visit

10. Preparation & Planning

11. • Daily call planning
• Bag preparation
• Pre call planning
• Joint working planning
• Activity/Campaign Planning

12. Action
Lights, Camera &

13. 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

14. Detailing
Detail Focus Product
First
Inform USP
Hit the Focus Point
Maintain the Integrity

15. Re-Emphasize
• Reminding
current Rxing
brand
• Maximum brand
name exposure

16. Input Distribution
• Customer Identification
• Follow guidelines by HO
• Input distribution for detailed product only
• Separate inputs for retailer
• Consult Manager for help

17. Closing the Call
• Demand for Prescription firmly
• Ask/Inform the availability
• Thanks Giving
• Feedback
• Scientific Discussion

18. Analysis

19. Call Analysis
• Doctor’s interest
• Query raised
• Feedback
• Effectiveness of Input
• Pre call plan implementation
• RCPA correction
• Self analysis

20. Off call Process/Follow up

21. 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

22. Incentives

23. They may be Pharma Giants

24. But
We are also
Roaring Lions

25. So, Lets Not be a Sales Man
But
A Brand Man
A Professional &
A Regional Leader

26. Lets Do It Together as a
TEAM ………..