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Lets Fly High:
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...
The Flow
• Print Inputs
• Gifts
• PMT support
• Scientific support
• Salaries & wedges
• Incentives &
Promotion
• Training , Meetin...
Exercise
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...
Detailing
Detail 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
• Se...
Closing the Call
• Demand for Prescription firmly
• Ask/Inform the availability
• Thanks Giving
• Feedback
• Scientific Di...
Analysis
Call Analysis
• Doctor’s interest
• Query raised
• Feedback
• Effectiveness of Input
• Pre call plan implementation
• RCPA...
Off call Process/Follow up
Ensuring Product Availability
Timely Reporting
Sales Closing Management
Inventory Management
Feedback to HO (New product L...
Incentives
They may be Pharma Giants
But
We are also
Roaring Lions
So, Lets Not be a Sales Man
But
A Brand Man
A Professional &
A Regional Leader
Lets Do It Together as a
TEAM ………..
Pharma/Medical Represnative training
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Pharma/Medical Represnative training

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Pharma/Medical Represnative training

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Pharma/Medical Represnative training

  1. 1. Lets Fly High:
  2. 2. Contents 1. The Flow 2. On Call Process  Exercise  Action  Analysis 3. Off Call Process
  3. 3. Let’s Start this presentation with What is difference between MNC Pharma companies and WE?
  4. 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. 5. The Flow
  6. 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. 7. Exercise
  8. 8. RCPA • Doctor Survey • Product Survey • Competitor’s data • Personal relation
  9. 9. The Matrix • Right Doctor-Right Product • Right Product-Right Doctor • Product Priority • Frequency of Visit
  10. 10. Preparation & Planning
  11. 11. • Daily call planning • Bag preparation • Pre call planning • Joint working planning • Activity/Campaign Planning
  12. 12. Action Lights, Camera &
  13. 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. 14. Detailing Detail Focus Product First Inform USP Hit the Focus Point Maintain the Integrity
  15. 15. Re-Emphasize • Reminding current Rxing brand • Maximum brand name exposure
  16. 16. Input Distribution • Customer Identification • Follow guidelines by HO • Input distribution for detailed product only • Separate inputs for retailer • Consult Manager for help
  17. 17. Closing the Call • Demand for Prescription firmly • Ask/Inform the availability • Thanks Giving • Feedback • Scientific Discussion
  18. 18. Analysis
  19. 19. Call Analysis • Doctor’s interest • Query raised • Feedback • Effectiveness of Input • Pre call plan implementation • RCPA correction • Self analysis
  20. 20. Off call Process/Follow up
  21. 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. 22. Incentives
  23. 23. They may be Pharma Giants
  24. 24. But We are also Roaring Lions
  25. 25. So, Lets Not be a Sales Man But A Brand Man A Professional & A Regional Leader
  26. 26. Lets Do It Together as a TEAM ………..

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