The document outlines 6 areas for improvement for pharmaceutical sales representatives when meeting with doctors. These include having a strong entrance and opening, using brand names instead of drug names, being well prepared with samples and materials, having an assertive closing, and maintaining a professional relationship instead of a friendship to retain focus on the sales call objectives. Recapping the key points, it emphasizes the importance of making a good first impression, keeping the doctor engaged, avoiding confusion, demonstrating preparedness, securing commitments, and keeping interactions professional.

2. 1. BAD ENTRANCE

3. 2. BAD OPENING

4. 3.REPLACING BRAND NAME WITH
DRUG NAME

5. 4. BAD PREPARATION
(CLUMSY ARRANGEMENT OF SAMPLES& PROMOTIONAL ITEMS)

6. 5. NON AGGRESSIVE CLOSING

7. 6. DEALING WITH DOCTOR AS CLOSE
FRIEND

8. RECAP…
• BAD ENTRANCE- May annoy the doctor.
• BAD OPENING – May lose attention of the doctor
• REPLACING BRAND NAME WITH DRUG NAME- May create confusion
• BAD PREPARATION – May lose impression of the doctor on you.
• NON-AGGRESSIVE CLOSING – Will not be gainful at the end
• DEALING WITH DOCTOR AS CLOSE FRIEND – May divert your actual
motive