Presentation on Prospecting was made in order to train and guide the field force (specially of pharmaceutical sector). Your feedback is highly appreciated.

1. PROSPECTING
Presented by: Dr. Sanaullah Aslam
(Product Manager)
Dr. Sanaullah Aslam (Product Manager)

2. PROSPECTING
THE GOAL OF PROSPECTING IS
TO CREATE INTREST
AND
CONVERT THAT INTREST INTO
CONVERSATION
Dr. Sanaullah Aslam (Product Manager)

3. PROSPECTING
PROSPECTING IS A
STEP BY STEP APPROACH
FOR
BUILDING UP
YOUR SALES OUTLETS/SALES
Dr. Sanaullah Aslam (Product Manager)

4. PROSPECTING
THE SEARCH
FOR
POTENTIAL CUSTOMERS
OR
BUYERS
Dr. Sanaullah Aslam (Product Manager)

5. ….PROSPECTS….
– DOCTOR
– CHEMIST
– ACTIVITIES
– OUR SELVES
Dr. Sanaullah Aslam (Product Manager)

6. ….PROSPECTS….
• CUSTOMERS/ DOCTORS
– DOCTOR’S SELECTION
– DOCTOR’S BIFURCATION PRODUCT WISE
– DOCTOR’S CALL FREQUENCY
– %AGE OF KOL IN THE LIST
– DEVELOPMENT PLAN OF KOL
Dr. Sanaullah Aslam (Product Manager)

7. ….PROSPECTS….
• CHEMISTS
– PHARMACY VISITS
– NO. OF PHARMACY VISITED PER DAY
– BEST VSITING TIME
– SHARING INFORMATION OF OUR OWN
– ASKING COMPETITOR’S INFORMATION
– OTC PUSH
Dr. Sanaullah Aslam (Product Manager)

8. ….PROSPECTS….
• ACTIVITIES
– RTD/WARD PRESENTATION/GROUP DISCUSSION
– PARTICIPATION IN SYMPOSIA/CONFERENCES
– FAMILY DINNERS & GET TO GATHERS
– UTILIZING COMPANY’S RESOURCES(GIFTS
GIVEAWAYS)
– SAMPLES DISTRIBUTION
Dr. Sanaullah Aslam (Product Manager)

9. ….PROSPECTS….
• PEOPLE DEVELOPMENT
– WEEKLY MEETINGS
– PRODUCT KNOWLEDGE REVIEWS AND
REFRESHERS
– REPORTING SYSTEMS
– IN HOUSE TRAINING AND DEVELOPMENT PLANS
– FUTURE MANAGERS.
Dr. Sanaullah Aslam (Product Manager)