This document discusses establishing sales territories and time management for salespeople. It outlines reasons for establishing sales territories, such as facilitating planning and controlling of sales, enhancing market coverage, and strengthening customer relations. Geographic areas, account analysis, workload analysis, and salesperson characteristics are factors considered when setting up sales territories. The document also addresses challenges in scheduling salesperson time, such as deciding which accounts to visit and allocating time between selling, paperwork and customers. It recommends maximizing productive time by avoiding time traps, setting goals, and evaluating time allocation.
This document discusses territory management in pharmaceutical sales. It defines a sales territory as a geographical area assigned to a Medical Promotion Officer comprising present and potential customers (doctors and chemists). Territory management involves planning, which can be short-term or long-term, strategic or operational. Elements that determine a territory include customers, geography, competitors, market size, and healthcare institutions. The benefits of good territory design include enhanced customer coverage, reduced costs, equitable rewards, and increased sales and morale. Developing a territory action plan involves analyzing customers, setting objectives, allocating time, scheduling calls, planning routes, and evaluating the plan.
1) India has a large population and healthcare system with many doctors, pharmacies, pharmaceutical companies, brands, and distributors. However, there is also high competition, fewer resources, and pressure to achieve higher targets more quickly.
2) Salesforce effectiveness (SFE) is important for pharmaceutical companies because the sales team is their largest cost. SFE needs to focus on increasing prescriptions, patients, doses, duration of treatment through evidence-based approaches before visiting customers.
3) Proper management of the salesforce is key and involves understanding which customers to target, how often to visit, and which messages to convey. Metrics like sales reps' efficiency, effectiveness, productivity and managers' performance on basics
Advanced detailing skill for pharmaceutical sales and marketing professionalsMohammad Masum Chowdhury
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.
This document outlines the daily plan and best practices for a territory manager (TM). It includes:
1. Checking details from the last area visit, addressing any pending issues, and planning for the day with the planner and doctor conversion targets.
2. Arriving early to field to visit key chemists, conduct retail counter promotion activities (RCPA), and identify new customers.
3. Proper pre-call planning including sample organization and keeping visual aids protected.
4. Best practices for doctor visits including proper etiquette, effective detailing, addressing objections, and closing with commitments.
Thank you for the detailed summary. I appreciate you taking the time to break down the key steps and techniques. It's very helpful for understanding the sales process.
This document discusses the on-call and off-call processes for pharmaceutical sales representatives. It outlines the key steps in the on-call process including preparation, detailing products to doctors, distributing inputs, and analyzing each call. The off-call process involves ensuring product availability, reporting, sales closing management, and providing feedback. It emphasizes working as a team and notes that while other companies may be larger, the sales representatives can still be regional leaders through professionalism.
This document discusses establishing sales territories and time management for salespeople. It outlines reasons for establishing sales territories, such as facilitating planning and controlling of sales, enhancing market coverage, and strengthening customer relations. Geographic areas, account analysis, workload analysis, and salesperson characteristics are factors considered when setting up sales territories. The document also addresses challenges in scheduling salesperson time, such as deciding which accounts to visit and allocating time between selling, paperwork and customers. It recommends maximizing productive time by avoiding time traps, setting goals, and evaluating time allocation.
This document discusses territory management in pharmaceutical sales. It defines a sales territory as a geographical area assigned to a Medical Promotion Officer comprising present and potential customers (doctors and chemists). Territory management involves planning, which can be short-term or long-term, strategic or operational. Elements that determine a territory include customers, geography, competitors, market size, and healthcare institutions. The benefits of good territory design include enhanced customer coverage, reduced costs, equitable rewards, and increased sales and morale. Developing a territory action plan involves analyzing customers, setting objectives, allocating time, scheduling calls, planning routes, and evaluating the plan.
1) India has a large population and healthcare system with many doctors, pharmacies, pharmaceutical companies, brands, and distributors. However, there is also high competition, fewer resources, and pressure to achieve higher targets more quickly.
2) Salesforce effectiveness (SFE) is important for pharmaceutical companies because the sales team is their largest cost. SFE needs to focus on increasing prescriptions, patients, doses, duration of treatment through evidence-based approaches before visiting customers.
3) Proper management of the salesforce is key and involves understanding which customers to target, how often to visit, and which messages to convey. Metrics like sales reps' efficiency, effectiveness, productivity and managers' performance on basics
Advanced detailing skill for pharmaceutical sales and marketing professionalsMohammad Masum Chowdhury
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.
This document outlines the daily plan and best practices for a territory manager (TM). It includes:
1. Checking details from the last area visit, addressing any pending issues, and planning for the day with the planner and doctor conversion targets.
2. Arriving early to field to visit key chemists, conduct retail counter promotion activities (RCPA), and identify new customers.
3. Proper pre-call planning including sample organization and keeping visual aids protected.
4. Best practices for doctor visits including proper etiquette, effective detailing, addressing objections, and closing with commitments.
Thank you for the detailed summary. I appreciate you taking the time to break down the key steps and techniques. It's very helpful for understanding the sales process.
This document discusses the on-call and off-call processes for pharmaceutical sales representatives. It outlines the key steps in the on-call process including preparation, detailing products to doctors, distributing inputs, and analyzing each call. The off-call process involves ensuring product availability, reporting, sales closing management, and providing feedback. It emphasizes working as a team and notes that while other companies may be larger, the sales representatives can still be regional leaders through professionalism.
The document discusses the key aspects of effective detailing in the pharmaceutical industry. It defines detailing as advertising a product to targeted customers to induce them to buy or prescribe it. The summary is:
Detailing is an important pharmaceutical marketing tool used to promote products to doctors. It involves thoroughly rehearsed personal selling to create interest in a product and influence prescribing habits. Effective detailing requires perfect communication through text, voice, visual aids, eye contact, and other factors to produce an audio-visual impact within the doctor's limited time.
Job of a Medical Representative is very challenging. They have to achieve their sales target by generating prescriptions in favor of their products.Here is the list of traits which are needed to become a successful Medical Representative is given below.
Be honest and stick to the facts when communicating with doctors about drugs. Provide clear, precise information using visuals to illustrate key points and support arguments with evidence from clinical trials. Do not hide disadvantages and maintain constant communication to build strong, trusting relationships with doctors over time through honest and transparent interactions.
The document provides guidance on developing selling skills for pharmaceutical sales representatives. It outlines the selling procedure in 6 steps: 1) prospecting, 2) pre-call planning, 3) the call, 4) response handling, 5) closing, and 6) post-call analysis. Key aspects covered include identifying customer needs, presenting product benefits to satisfy needs, dealing with potential objections, and getting commitments. The overall approach is to gradually develop prescription potential with doctors through repeated calls over the long term.
This document provides an agenda and overview for a pharmaceutical sales training. It covers key selling concepts and steps including defining the customer's needs, presenting product benefits, handling objections, discussing price, and closing the sale. The 7 basic selling steps are outlined as 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key frameworks like DAPA (define, accept, prove, accept) and techniques like the funnel method and sandwich method for discussing price are also summarized. The overall aim is to develop an effective sales approach to create success for pharmaceutical brands.
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 document discusses strategies to increase market size for products. It suggests that producers should encourage higher consumption of existing products to expand the market. One way is to raise awareness among consumers about using products more frequently through creative promotion. It also notes that introducing new types of products or variants can increase overall consumption. The example is given of a beverage company that partnered with a popular television show to promote its drink. Viewership and sales of the drink increased significantly. Producers can employ different methods of creative marketing and promotion to boost product usage and market size.
The document discusses ways to increase the use and demand for products in the market. It provides examples of products that were originally introduced to solve specific problems but are now used for many other purposes as well, increasing their demand and usefulness. This allows companies to earn more and helps the economy. It encourages exploring new uses for existing products and sharing information about different applications of products with manufacturers to further expand their demand and sales.
The document outlines The Five Levels of Leadership:
1. Position - People follow because they have to. The lowest level where people may just be bosses.
2. Permission - People follow because they want to. Leaders can lead better by liking people.
3. Production - People follow because of results for the organization. Leaders become change agents.
4. People Development - People follow because of what was done for them. Leaders reproduce themselves by changing lives.
5. Personhood - People follow because of who the leader is and what they represent. The highest level is developing other leaders.
This document discusses how to establish expertise or credibility in the workplace. It defines what an expert is and notes that each expert field has different standards and rules. To maintain expertise and succeed, all types of rules and procedures must be followed properly. Establishing expertise is an important topic, though it lacks institutional importance in Bangladesh. The most important task after gaining expertise is promoting it within the organization and establishing a culture of expertise promotion. Some key aspects of promoting individual expertise mentioned are: effective interpersonal communication skills, creating a positive impression on others, properly utilizing one's strengths and skills, maintaining proper conduct and behavior, having confidence, and effective interaction with others. Promoting expertise should be an ongoing process as people do not learn expertise only
The document discusses the importance of emotional intelligence for achieving success. It states that while academic qualifications are important, emotional intelligence such as empathy, self-awareness and self-control are even more important. Developing emotional intelligence helps one maintain good relationships with others and gain their trust and support, which are essential for success. It also argues that one can be highly qualified but lack success if their emotional intelligence is poor as they will be unable to motivate and inspire people. Overall, the key message is that academic achievements alone are not sufficient for success and that developing strong emotional intelligence is equally or more important.
The document discusses corporate dress code, grooming, and etiquette. It emphasizes that developing a professional image through sensible dressing and grooming is important, as first impressions matter in the workplace. The document outlines different types of dress codes, from business professional to casual, and advises dressing for the position you want. Personal grooming and making an impact are also highlighted.
Maximize your business by analyzing Rx share reports, which can help:
1. Understand physicians' prescription habits to better target brands and position products based on indication.
2. Monitor marketing program performance by assessing brand, company, and institutional shares.
3. Identify uncovered potential customers and markets through analysis of prescription data.
The document discusses the key aspects of effective detailing in the pharmaceutical industry. It defines detailing as advertising a product to targeted customers to induce them to buy or prescribe it. The summary is:
Detailing is an important pharmaceutical marketing tool used to promote products to doctors. It involves thoroughly rehearsed personal selling to create interest in a product and influence prescribing habits. Effective detailing requires perfect communication through text, voice, visual aids, eye contact, and other factors to produce an audio-visual impact within the doctor's limited time.
Job of a Medical Representative is very challenging. They have to achieve their sales target by generating prescriptions in favor of their products.Here is the list of traits which are needed to become a successful Medical Representative is given below.
Be honest and stick to the facts when communicating with doctors about drugs. Provide clear, precise information using visuals to illustrate key points and support arguments with evidence from clinical trials. Do not hide disadvantages and maintain constant communication to build strong, trusting relationships with doctors over time through honest and transparent interactions.
The document provides guidance on developing selling skills for pharmaceutical sales representatives. It outlines the selling procedure in 6 steps: 1) prospecting, 2) pre-call planning, 3) the call, 4) response handling, 5) closing, and 6) post-call analysis. Key aspects covered include identifying customer needs, presenting product benefits to satisfy needs, dealing with potential objections, and getting commitments. The overall approach is to gradually develop prescription potential with doctors through repeated calls over the long term.
This document provides an agenda and overview for a pharmaceutical sales training. It covers key selling concepts and steps including defining the customer's needs, presenting product benefits, handling objections, discussing price, and closing the sale. The 7 basic selling steps are outlined as 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key frameworks like DAPA (define, accept, prove, accept) and techniques like the funnel method and sandwich method for discussing price are also summarized. The overall aim is to develop an effective sales approach to create success for pharmaceutical brands.
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 document discusses strategies to increase market size for products. It suggests that producers should encourage higher consumption of existing products to expand the market. One way is to raise awareness among consumers about using products more frequently through creative promotion. It also notes that introducing new types of products or variants can increase overall consumption. The example is given of a beverage company that partnered with a popular television show to promote its drink. Viewership and sales of the drink increased significantly. Producers can employ different methods of creative marketing and promotion to boost product usage and market size.
The document discusses ways to increase the use and demand for products in the market. It provides examples of products that were originally introduced to solve specific problems but are now used for many other purposes as well, increasing their demand and usefulness. This allows companies to earn more and helps the economy. It encourages exploring new uses for existing products and sharing information about different applications of products with manufacturers to further expand their demand and sales.
The document outlines The Five Levels of Leadership:
1. Position - People follow because they have to. The lowest level where people may just be bosses.
2. Permission - People follow because they want to. Leaders can lead better by liking people.
3. Production - People follow because of results for the organization. Leaders become change agents.
4. People Development - People follow because of what was done for them. Leaders reproduce themselves by changing lives.
5. Personhood - People follow because of who the leader is and what they represent. The highest level is developing other leaders.
This document discusses how to establish expertise or credibility in the workplace. It defines what an expert is and notes that each expert field has different standards and rules. To maintain expertise and succeed, all types of rules and procedures must be followed properly. Establishing expertise is an important topic, though it lacks institutional importance in Bangladesh. The most important task after gaining expertise is promoting it within the organization and establishing a culture of expertise promotion. Some key aspects of promoting individual expertise mentioned are: effective interpersonal communication skills, creating a positive impression on others, properly utilizing one's strengths and skills, maintaining proper conduct and behavior, having confidence, and effective interaction with others. Promoting expertise should be an ongoing process as people do not learn expertise only
The document discusses the importance of emotional intelligence for achieving success. It states that while academic qualifications are important, emotional intelligence such as empathy, self-awareness and self-control are even more important. Developing emotional intelligence helps one maintain good relationships with others and gain their trust and support, which are essential for success. It also argues that one can be highly qualified but lack success if their emotional intelligence is poor as they will be unable to motivate and inspire people. Overall, the key message is that academic achievements alone are not sufficient for success and that developing strong emotional intelligence is equally or more important.
The document discusses corporate dress code, grooming, and etiquette. It emphasizes that developing a professional image through sensible dressing and grooming is important, as first impressions matter in the workplace. The document outlines different types of dress codes, from business professional to casual, and advises dressing for the position you want. Personal grooming and making an impact are also highlighted.
Maximize your business by analyzing Rx share reports, which can help:
1. Understand physicians' prescription habits to better target brands and position products based on indication.
2. Monitor marketing program performance by assessing brand, company, and institutional shares.
3. Identify uncovered potential customers and markets through analysis of prescription data.
This training provides pharmaceutical salespeople with practical skills for brand management, sales management, and marketing management. Over the course of a full day, participants will learn about the healthcare system in Bangladesh, prescription surveys, territory management, and relationship building. Key sales skills that will be covered through interactive lectures and roleplaying include opening, exploring customer needs, satisfying customers with product benefits, and closing sales. The goal is for participants to understand pharmaceutical sales as a consultative role and to be able to effectively manage customer relationships.
Md. Masum Chowdhury has over 12 years of experience in brand management, marketing, and sales in the pharmaceutical industry. He is currently the Manager of Strategic Brand Marketing at Asiatic Laboratories Limited. Prior to this role, he launched over 35 pharmaceutical products in Bangladesh and brought in several products from EMark Germany for the first time in the country. Md. Masum Chowdhury regularly conducts organizational training programs and contributes to pharmaceutical publications to help develop future pharma leaders.
The document outlines 10 secrets of a successful medical promotion officer. The secrets include strictly following promotion strategies such as doctor visit schedules, call norms, and sampling campaigns. It also emphasizes growing the prescriber base, booking personal orders daily, reviewing sales metrics, and earning incentive amounts through good performance rather than expense padding. The overall goal is to achieve promotion targets each month through effective implementation of promotion plans.
The document is an IMS report on the market size of various molecules in the pharmaceutical industry of Bangladesh in 2013. It provides information on the top 160 molecules by market size, including the market size in 2013, market share, and growth rate for each molecule. Omeprazole had the largest market size at over 5 billion, while Esomeprazole and Calcium were also among the top molecules. Metformin and Cefuroxime Axetil saw the highest growth rates at over 38% and 24% respectively.
5. If the foundation is strong and maintained
properly, then the building will also remain
healthy and strong.
6. Let us see below –
how to keep the Physician List, Strong, Active
by periodical pruning, cleansing, and updating so
that it remains active, healthy, at all times.
7. The total number of customers (Physicians), as
well as Speciality wise composition/Break-up,
should be exactly as per Sales & Marketing
strategy.
8. The selection of customers (Physicians) List
must be done only after thorough Retail Chemist
Prescription Audit to ensure Right Customers
(Physicians) for Right Products.
9. The Field Managers and Brand Executives/Brand
Managers must ensure the Selection of Right
Customer (Physician) List.
10. Most of the case, there is a tendency of Medical
Promotion Officer to select the lower level customers
(Physicians) who are easy to call on e.g.
SACMO/DMF/RMP/PC.
11. Maximum Medical Promotion Officer (Thana Health
Complex Based) is doing mistake to select the Right
Customers (Physicians). At the same time, they have
tendency to select the least potential prescribers.
12. After getting the job, the most important work of a
Medical Promotion Officer is to select Right
Customer for Right Products. Without this, they
can not ensure their success.
13. There are two important steps for a Medical
Promotion Officer:
Step 1 – Prepare Physician List
Step 2 – Regular Visits(desired Number and Frequency)
14. The most important step is to ensure
Prescription support from each customer
(Physicians) on whom we are investing efforts
and resources (Doctor Service).
15. Even though the Prescription support may vary
from Physician to Physician. This can be
ensured by Periodical Prescription Auditing
and Cleansing of the Physician List.
16. Let the Medical Promotion Officer makes at least 8
calls, i.e. if 2 calls are scheduled for a Physician every
two week, it means, after 2 months of giving visits and
promoting the identified products to the Dr by the
Medical Promotion Officer.
17. At least two more visits by any of his superiors like Field
Manager/Area Manager, Regional Manager, Zonal
Manager, Sales Manager, Brand Manager, during
these two months.
18. If no support has come from the Physicians, then such
Dr. Names may be deleted from the coverage list. i.e.
after a total of 8 visits (6 by MPO & 2 more by any higher
officials) decide whether to retain or not.
19. Always try to select new, but potential
Physician from the same locality from the same
Speciality who has the best potential to prescribe
our products, based on Retail Chemist
Physicians Audit.
20. While doing this exercise, side by side, we can also
plan for improving the business volume from
Physicians from whom we are getting very low volume
of Prescription support.
21. Now let us discuss about Chemist List and
Pharmacies List.
22. A similar exercise with other customers like
Chemist, Pharmacies can also be conducted, and
wherever necessary, dead woods can be removed,
and new but potential ones can be included.
23. Such an exercise will ensure that we remove dead
woods, and the Physician List (i.e. foundation) is very
active, and we get support from all the Physicians in
the list.
24. It also ensures that we focus all our efforts,
activities, and resources on the potential and right
Physicians only, thus avoiding wastages of
promotional efforts and field working.
25. Many organizations (Pharmaceutical Companies)
do not do this activity sincerely, and leave it at the
discretion of the Medical Promotion Officer and
the Field Manager concerned.
26. Once we ensure ever active and updated Physician
List, besides number and frequency of visits as per
strategy, we should also ensure proper detailing of the
products being promoted (i.e. communication) which
can have the desired impact for conversion of
identified Physicians.
27. The whole exercise is aimed at keeping the
business tree free of dead woods, & dried leaves,
and keeps it hale and healthy.
28. If Organizations ensure the above in all
sincerity, I am sure the results will be highly
rewarding.