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QAP Webinar: Doctor's Portrait. Direct Involvement on sales call.
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QAP Webinar: Doctor's Portrait. Direct Involvement on sales call.

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During this 30 min webinar we've been discussing right targeting, regional and message implementation, defining preferred channels and increasing of your sales as a result.

During this 30 min webinar we've been discussing right targeting, regional and message implementation, defining preferred channels and increasing of your sales as a result.

Published in: Health & Medicine

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Transcript

  • 1. QAP Doctor’s Portrait. Direct Involvement on sales call.
  • 2. Experience. Partners • More than: • 5 years in pharma • 100 international projects • 50 eDetails per month
  • 3. Doctor’s Portrait • Segmentation • Targeting • Increasing of Sales Force Efficiency
  • 4. Doctors Segmentation • Macro segmentation • Drivers and motivations to prescribe • Inhibitions & barriers • Potential-based micro-segmentation • Common traits • Likelihood to start / increase prescription • Segmentation by categories • Field of specialization • Stakeholders
  • 5. Right Targeting
  • 6. Sales Representative Behavior
  • 7. Smart Behavior • Well-planned & organized • Communicating Ethics • Questions • Useful, sought-after resource to the doctor • Educational purpose
  • 8. Digital Engagement Doctor eDetailing HTML5 Feedback Rep • More away from traditional pharmaceutical selling • Interactive dialogue • Content • Depending on doctor’s category • Remember: • Which message you want to implement? • What KPI you want to get?
  • 9. HTML5 presentations examples • Cortex • http://goo.gl/aW3uMg • Oncology Brand • http://goo.gl/4FUqYw • Margin Tracker • http://goo.gl/2Rpam5
  • 10. Thank You for Your Attention! Oksana Matviienko Dmitry Rastaturin oksana.matviienko@qapint.com dmr@qapint.com