MANSOOR KHAN
Team Lead Training & Devlopment
SKYPE: mansoor.lahore
Viber:+92-3315494769
CELL:03315494769
Contents:
1-Role of SPO/SSPO/PS
2-Chemist importance
a-In pre-call planning (Feed back, open ended questions, competitors-...
1-Gather information (pharmacy, staff Nurse, wards, Receptionist , DRs PA)
2-Identify & qualify prospect (needs & buying m...
1- Chemist role is very much important and vital.
2- Pharmacies are the point where we can see the out come of our Efforts...
SPO must work on 3 things at a Medical Store
1-Position & inventory of his product in the Pharmacy’s Shelves
2-Inventory &...
Regional Manager has following important roles.
1-Chemist call is mandatory for every SPO (and for RM/SM also in case of j...
1-Prospecting is very much important for business development & customer development
which is a continuous process for the...
Lets Do It Together as a
TEAM ………..
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PROSPECTING IN PAKISTAN PHARMACEUTICAL SELLING

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This is about the initial of selling process in pharmaceutical industry.This will help full for customer selection in business planning,A journey from suspect to prospect and to loyal customer.

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PROSPECTING IN PAKISTAN PHARMACEUTICAL SELLING

  1. 1. MANSOOR KHAN Team Lead Training & Devlopment SKYPE: mansoor.lahore Viber:+92-3315494769 CELL:03315494769
  2. 2. Contents: 1-Role of SPO/SSPO/PS 2-Chemist importance a-In pre-call planning (Feed back, open ended questions, competitors- direct/Indirect) b-In post call analysis (Feed back, open ended questions, competitors- direct/Indirect) c-Inventory management(shelf, competitors, daily , weekly) 4-Conclusion
  3. 3. 1-Gather information (pharmacy, staff Nurse, wards, Receptionist , DRs PA) 2-Identify & qualify prospect (needs & buying motives) 3-Identify Leads Suspects Prospects Customers 4-Allocate resources accordingly
  4. 4. 1- Chemist role is very much important and vital. 2- Pharmacies are the point where we can see the out come of our Efforts, in comparison to competition. 3- Chemist involves and engage his money in OUR products. 4- At Chemist we audit Rx & evaluate ROIs. The feed back & information from chemists always helps to SPO in two ways; 1-A direction for Pre-Call Planning of Doctor Visit for ultimate desired results. 2-Post call analysis to evaluate the out-come of the efforts exerted by SPO on customers & prospects. Remember chemist feed back is a continuous process.
  5. 5. SPO must work on 3 things at a Medical Store 1-Position & inventory of his product in the Pharmacy’s Shelves 2-Inventory & placement position of competitor’s products 3-SPO should have good Rapport with the Key person in Chemist shop. (This should be mandatory for a successful Transaction. ) Following types of Questions can be asked for a directional feedback. Q - Kon likh raha hay ? Q - Kia likh raha hay ? Q - Kitni likh raha hay ? Q – Kiun likh raha hay ? Please do not ask leading questions such as Hycortisone kesi chal rahi hay Cirin kesi chal rahi hay
  6. 6. Regional Manager has following important roles. 1-Chemist call is mandatory for every SPO (and for RM/SM also in case of joint visit) before every visit of Doctor & Hospital. 2-Regional Manager is responsible to ensure the chemist call before every hospital/doctor visit. 3-Regional Manager will observe and ensure about the complete procedures of a Chemist call. 4-To execute a coach role 5-Regional Manager will guide SPO to make an actionable plan for the conversion of Doctor.
  7. 7. 1-Prospecting is very much important for business development & customer development which is a continuous process for the development and growth of any organization. 2-Total Practice out-side the doctor chamber is equally important to get desired out-come of any SPO’s efforts in Pharmaceutical Sales Management. This is the time to maintain a network of Business development, which is very much realistic and practical. 3-Every person included in total practice, out side the chamber is important due to his role and a has a symbiotic relationship with pharmaceutical professionals. 4-They are the threshold and entry points to the customers. This is very much important in the successful selling of high value pharmaceutical products.
  8. 8. Lets Do It Together as a TEAM ………..
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