For Medical & Sales Representatives

1. 1
Pillars of effective selling

2. Right People
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3. Survival
of life
• Every morning in Africa a gazelle wakes up and
knows that it must run faster than the fastest lion
or it will be killed and eaten.
• Also every morning a lion wakes up and knows
that it must outrun the slowest gazelle, or it will
starve to death.
• Parma market is not different then the African
jungle. Competitors are waiting to grab the
opportunity
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4. Survival Message
• If you want to achieve your
objectives and progress in life,
then you have to open one new
window of your Brain
• Remember! A customer is not a
Potential, we make him Potential.
• Nasir Masood Butt

5. Your Potential
• Only 10% of any ICEBERG is visible in the sea, similarly our
potential is exposed in a small % age.
• God has gifted us a beautiful mind with endless potential
like mountains and ocean. Our potential increases as the
time passes.
• Research says we only utilize 1% of our total brain in our life.
Whatsoever potential we have today, it will be more on
tomorrow.
• We should use our potential optimally on the daily basis for
the productive field work
• Opening one newer window, will make us more competent
to handle any situation
• Make a mark for customers and competitors & prove that
you are a different
• Stop talking about problems and start thinking about
solutions
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6. Who are the Right People
• Strong trust and believe in God.
• Responsible and caring for their families.
• Committed to company and its products.
• Have positive thinking in their daily routine.
• Sets life objectives and prioritizes job responsibilities
• Precision in the selection of their customers.
• Strictly follow & implement company’s strategies for sales.
• Believe in persistent & consistent daily field work.
• Maintain integrity and professional image.
• Have passion in each visit.
• Review performance from time to time
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7. Ambition Attitude Competency Courage
Creativity Confidence Curiosity Decisiveness
Dreaming Enthusiasm Empathy Fear
Flexibility Hunger Impression Imagination
Initiative Inner Strength Integrity Maturity
Passion Persistency Resiliency Self Motivation
Sensitivity Value System
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Right People-Traits / Characteristics

8. Adoptability Change
Closing of
Sales Communication
Commitment Follow up Goal oriented Independence
Knowledge
Multitasking
Skills Negotiation Net Working
Ownership Persuasion Positioning Professionalism
Questioning
Relationship
Building
Self
development Thoroughness
Teamwork Thinking Process
Time
Management Work Planning
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Right People-Qualities / Abilities

9. Build Corporate
Image
Create need of Our
Products
Customer
Handling
Customer
Management System
Customer's Feed
back doctor selection Doctors Grouping
Follow Company's
Policies
Follow Protocol of
the clinic
Generate Sales of
all Products
Liaison with
Distributors
Personality
Presentation
Product
communication
Regular visits-
Morning & EveningSales Analysis Self Development
Sell value services
not product
Solve Customers
Problems
Sustain Customers
Relationship
Target oriented
working
Use of Promo
Tools
Visits Report
submission
Work Discipline
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Right People-Job Responsibilities

10. Thanks for your Time & Attention
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