This document provides guidance on effective pharmaceutical detailing skills. It discusses the importance of assertive communication styles and outlines best practices for pharmaceutical representatives when detailing to physicians. Key elements of effective detailing include properly handling visual aids, maintaining eye contact, using body language to engage the doctor, emphasizing important messages through voice modulation, and managing time effectively during the brief meeting. The goal is to influence physicians' prescribing habits by highlighting the benefits of a product in an informative yet persuasive manner.
Go through this presentation to know about:
1) What every Medical Representative needs to discover before making Doctor Calls?
2) What lays the foundation for healthy prescription growth?
Training Program for Medical Representatives by Anup Soans Anup Soans
“Hardknocks for GreenHorn is a good book and very useful tool for any one starting his / her career in Pharma Industry..
It covers all basic concepts i.e Medical Part, Sales Tools, Innovative methods and much more. I strongly recommend this book to be the part of freshers training batch in any Pharma Company. .”
Go through this presentation to know about:
1) What every Medical Representative needs to discover before making Doctor Calls?
2) What lays the foundation for healthy prescription growth?
Training Program for Medical Representatives by Anup Soans Anup Soans
“Hardknocks for GreenHorn is a good book and very useful tool for any one starting his / her career in Pharma Industry..
It covers all basic concepts i.e Medical Part, Sales Tools, Innovative methods and much more. I strongly recommend this book to be the part of freshers training batch in any Pharma Company. .”
Role of Medical Representative | PharmaaddaAditiMehra14
Know what is the Role of Medical Sale Representative from this article. If you are looking for more information regarding the Role of Medical representative then visit http://www.pharmaadda.in/role-of-medical-representative
Optimize Medical Representatives Visits using My Sales DialerAnjul Katare
Pharmaceutical Industry relies heavily on Medical Representatives (MR) for feedback, sale and constant touch with doctors and hospitals. This presentation demonstrates how My Sales Sales Dialer solution can optimize MRs work with remote management and tracking of agents.
Medical Representative Book-Basics of medical science for Pharmaceutical comp...Pharma4ty
Specially designed for the pharmaceutical companies employees for upgradtion of their knowledge as and when needed so that they interact with their customers with confidence.
This slide about on Presentation strategies. And it is included in 1st year engineering syllabus of Gujarat technical university. this is my first slide on Slideshare so, I hope this will help you.
Role of Medical Representative | PharmaaddaAditiMehra14
Know what is the Role of Medical Sale Representative from this article. If you are looking for more information regarding the Role of Medical representative then visit http://www.pharmaadda.in/role-of-medical-representative
Optimize Medical Representatives Visits using My Sales DialerAnjul Katare
Pharmaceutical Industry relies heavily on Medical Representatives (MR) for feedback, sale and constant touch with doctors and hospitals. This presentation demonstrates how My Sales Sales Dialer solution can optimize MRs work with remote management and tracking of agents.
Medical Representative Book-Basics of medical science for Pharmaceutical comp...Pharma4ty
Specially designed for the pharmaceutical companies employees for upgradtion of their knowledge as and when needed so that they interact with their customers with confidence.
This slide about on Presentation strategies. And it is included in 1st year engineering syllabus of Gujarat technical university. this is my first slide on Slideshare so, I hope this will help you.
কোভিড-১৯ সংক্রমনের সময় কীভাবে আপনি নিরাপদে রোজা রাখবেন। ইসলামিক সেন্টার ফর আয়ারল্যান্ড এর নীতিমালা শুধুমাত্র কোভিড-১৯ সংক্রান্ত পরিস্থিতির জন্য তৈরি করা হয়েছে।
Safe Ramadan Practices in the Context of the COVID-19 (WHO-COVID-19-Ramadan-2...Mohammad Masum Chowdhury
কোভিড-১৯ সংক্রমনের সময় কীভাবে আপনি নিরাপদে রোজা রাখবেন। ওয়াল্ড হেলথ্ অর্গানাইজেশন এর নীতিমালা শুধুমাত্র কোভিড-১৯ সংক্রান্ত পরিস্থিতির জন্য তৈরি করা হয়েছে।
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
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5. Assertive Style
It consists of three elements
A.Self confidence
B.Professional appearance
C.Professional speech
6. What is Detailing ?
Detailing is a preplanned effective
communication activitydone by pharmaceutical
companies. To educate physicians about products
To influence physicians to prescribe products
11. Purpose of Effective Detailing
To generate more prescriptions
To advertisecompany’s productTo create and produce interest in doctors mind regarding products
To influence prescribing habits
To emphasize features, advantages and benefits of products
14. But always remember
EffectiveDetailingisanessentialpartofeffectivecommunicationaswellaspersonalselling.
15. Elements of Effective Detailing
Effective Detailing is the spirit of marketing.
It possess different elements
Detailing must produce an audio visual impact.
MPO
The Medium
Detailing Aid
The tool(Literature/Show Card)
Voice of MPO
The Audio
The matter on aid
The visual(Images and write up)
Detailing story
The script (Information to speak)
16. Steps of Effective Detailing
Text
Voice
Handling of Visual Aid
Eye to Eye Contact
Use of Pen
Body Language
Listening
Use of senses
Time Management
Persuasion Skill
18. Text Literature/Show Card
•Slight deviation could lead to
-Wrong
-Misleading
-Unclear information
Smalladditionordeletioncouldleadtomisinformation.
37. Personal Space
Sit in a place where doctor can easily see the Lit.
Verify the doctor can read the information easily
Direct doctor’s attention to relevant information by using a pen.
Invade the dr. space only to draw attention to important points.
38. Posture
Sit in a straight position with your head held high
Lean slightly forward to show interest or to emphasize.
Avoid crossed arms or legs
39. SER Rule in Detailing
Simplify : use short phrases with specific ,clear words
Emphasize:useadjectivesandadverbstoemphasizekeywordse.g.(veryimpressive,statisticallysignificant, veryexciting,landmarktrial,extremelypowerful,provenprotection).
40. SER Rule in Detailing
Use focused introduction ( what is the most important is, I draw your attention to)
Use numbered words to emphasize on important words
41. SER Rule in Detailing
Repeatthe key messages at least 3 times during the discussion.
Repeatproduct name 8 times during the presentation.
42. So, Lets Not be aSales ManButA Brand ManA Professional & A Regional Leader