This document discusses criteria for selecting doctors in a particular area for a pharmaceutical company. The key criteria include the doctor's qualifications and specialty, their typical call times, the potential for their prescriptions to include products in the company's range, their prescribing habits including number of prescriptions per month, and whether prescriptions from that doctor can be fulfilled through the company's retailer and distributor coverage in the area. Selecting doctors based on these criteria helps pharmaceutical companies target the appropriate products to each doctor and consolidate or expand their offerings through relationship programs with high potential doctors.

1. SELECTION OF DOCTOR
What is an Area ?
Area is a region or part of a town, a country, where
people are populated i.e. City, Town, Village.
Importance of area selection in pharma industry?
As our prime customer are ‘’Doctors’’. We have to
choose them according to their potentiality
pertaining to our product range & specialty.

2. CRITERIA FOR DOCTOR SELECTION IN AN AREA
Qualification
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Call Timings
↓
Product Potentiality
↓
RCPA
Prescribing Habit
↓
Retailer & Stockiest coverage

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Qualification: Based on which you can decide which
product to choose or not to choose. Ex:- Gaspaz for
MD(phy) is correct. Gaspaz for pediatrician is wrong
selection.
Call timings: Provides information regarding appropriate
timing to meet the Customer. EX:- Any time, Daily from
1to2 pm, Only on Friday & Saturday, Monthly once.
Product potentiality :Provides information regarding
which product to be targeted & consolidated or added
through RCPA. EX:- Good number of prescriptions
pertaining to our product range.
Prescribing Habit: Indicates preference to prescribe a
particular product/products. EX:- Doctor prescribes 5
bottles/month or prescribes 60/month.
Retailer/Stockiest coverage: Provides information
regarding availability of stocks for honoring of
prescriptions at retailer & coverage of stockiest to cater
the retailer Ex:- Bestozyme Prescription is
bounced/honored.