This presentation will be helpful for the facilitator to help the medical representative understand about improving his/her performance inside the doctor's chamber by following these easy 4 steps -
1. Opening of Call
2. Presentation of the product (Detailing)
3. Closing of Call (demand Rx)
4. Documentation of the Call
This document provides guidance on how to conduct an effective sales call in a short amount of time. It emphasizes the importance of planning and preparation, including understanding the customer's needs and gathering information from various sources. An effective call contains four key elements: approach, presentation, handling the customer, and closing. The best approach depends on the individual customer. The presentation should follow a feature-to-benefit format using strong communication skills. Handling the customer involves active listening, clarification, paraphrasing, and asking for a commitment or action. With thorough planning and mastery of these elements, a salesperson can have a high-impact call within a short time period.
The document discusses various methods for pharmaceutical sales, including:
1. It outlines the basic steps of selling such as pre-call planning, opening, questioning, presentation, objection handling, closing, and post-call analysis.
2. It describes techniques for each step, like using open-ended questions to probe for information during questioning, addressing different types of objections, and emphasizing benefits before presenting price.
3. Integrity selling and maintaining congruence between words and actions are emphasized as important for establishing trust with doctors.
The document discusses various techniques for opening calls with doctors in pharmaceutical sales. It describes the importance of building relationships with doctors and their total practice through regular visits and rapport building. Some common ways to open a call include introducing yourself and your company, stating the agenda or objectives of the visit, highlighting benefits for the doctor, inviting them to provide additional discussion topics, and requesting permission to proceed. Uncommon opening techniques include showing a product, highlighting key benefits, asking questions, referring to other doctors' recommendations, or sharing a new study. The goal of any opening is to gain the doctor's interest and attention in order to have a productive discussion.
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?
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.
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 presentation will be helpful for the facilitator to help the medical representative understand about improving his/her performance inside the doctor's chamber by following these easy 4 steps -
1. Opening of Call
2. Presentation of the product (Detailing)
3. Closing of Call (demand Rx)
4. Documentation of the Call
This document provides guidance on how to conduct an effective sales call in a short amount of time. It emphasizes the importance of planning and preparation, including understanding the customer's needs and gathering information from various sources. An effective call contains four key elements: approach, presentation, handling the customer, and closing. The best approach depends on the individual customer. The presentation should follow a feature-to-benefit format using strong communication skills. Handling the customer involves active listening, clarification, paraphrasing, and asking for a commitment or action. With thorough planning and mastery of these elements, a salesperson can have a high-impact call within a short time period.
The document discusses various methods for pharmaceutical sales, including:
1. It outlines the basic steps of selling such as pre-call planning, opening, questioning, presentation, objection handling, closing, and post-call analysis.
2. It describes techniques for each step, like using open-ended questions to probe for information during questioning, addressing different types of objections, and emphasizing benefits before presenting price.
3. Integrity selling and maintaining congruence between words and actions are emphasized as important for establishing trust with doctors.
The document discusses various techniques for opening calls with doctors in pharmaceutical sales. It describes the importance of building relationships with doctors and their total practice through regular visits and rapport building. Some common ways to open a call include introducing yourself and your company, stating the agenda or objectives of the visit, highlighting benefits for the doctor, inviting them to provide additional discussion topics, and requesting permission to proceed. Uncommon opening techniques include showing a product, highlighting key benefits, asking questions, referring to other doctors' recommendations, or sharing a new study. The goal of any opening is to gain the doctor's interest and attention in order to have a productive discussion.
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?
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.
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.
1. The document discusses various aspects of selling, including definitions of salesmanship, obstacles to selling, qualifications for success in sales, and techniques for handling objections.
2. It provides advice for sales representatives on how to plan calls, conduct presentations, and overcome objections by anticipating, evaluating, and timing responses to objections.
3. The document emphasizes developing strong preparation, communication, and objection handling skills to enable sales representatives to qualify prospects and move sales forward successfully.
The document provides an overview of pharmaceutical selling skills. It discusses the 7 basic steps of selling including pre-call planning, opening, questioning, presentation, handling objections, closing, and post-call analysis. It emphasizes understanding the doctor's needs and wants, presenting product benefits to satisfy those needs, and handling objections by focusing on advantages. The document also covers topics like greeting objectives, DAPA method of selling, presenting and negotiating price, and factors that can prevent effective closing of a sale.
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.
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 provides information about an upcoming workshop on Advanced Pharma Selling Techniques hosted by FutureLeaders. The one-day workshop will be held on October 26, 2018 in Dhaka and taught by Yousuf Efti and Quazi M. Ahmed. The workshop will provide pharmaceutical sales professionals with advanced selling techniques through lectures, exercises and discussions. Topics will include understanding customer behavior, influencing customers, presenting skills, achieving sales targets, negotiation, and overcoming objections. The goal is to help participants improve their sales performance.
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.
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 overview of the key steps in the pharmaceutical sales process:
1) Opening - The first step which involves rapport building and introducing the agenda for the visit. Common opening techniques include introducing yourself, stating the agenda, highlighting customer benefits, and asking for permission to proceed.
2) Exploring - Understanding customer needs through asking questions and active listening. The role is to determine priority needs that the product can satisfy.
3) Satisfying - Meeting customer needs by presenting relevant product features and benefits, checking for acceptance, and looking for buying signals.
4) Closing - Obtaining a commitment, using techniques like summarizing benefits, suggesting future plans, substantiating the plan, and seeking continuation
The document outlines tips and guidelines for pharmaceutical representatives when planning their daily work, conducting doctor visits, and following up. It discusses preparing a daily plan and checklist, conducting pre-call planning, properly greeting doctors and addressing any questions or objections, performing post-call analysis, and maintaining professional etiquette. The goal is to effectively detail brands and close visits by gaining the doctors' commitment.
1. The document discusses pharmaceutical selling skills, specifically pre-call planning and the sales call process.
2. It emphasizes the importance of pre-call planning to maximize limited time with customers, add value on every call, and speed up the time to make a sale. Key aspects of pre-call planning include understanding the customer, preparing sales tools and questions, and setting specific and measurable objectives.
3. The sales call section outlines the basic steps of opening the call, presenting product benefits, asking questions, handling objections, and closing. It provides tips for each step, such as mirroring the customer's communication style during the opening.
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.
Advanced selling skillsbuilding collaborative relationship
Selling is the art of persuasion, we persuade others because we cannot force them.
We sell products, services, ideas, and we sell ourselves.
Hard Working.
Smart Working.
Emotional Maturity.
Responsiveness to Customers.
Reliability.
Personal Development
Medical representatives play an important role in sharing knowledge about new diagnostic and treatment trends with doctors. However, they are often seen only as salespeople rather than knowledge brokers. The document discusses that medical representatives should see themselves as catalysts for sharing information, not just salespeople, in order to build better relationships with doctors. It provides tips for how medical representatives can position themselves as knowledgeable resources and what doctors expect from and want to get from their interactions with medical representatives.
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.
How to make call in the Doctor chamberNadia Qayyum
This document provides tips for medical representatives to improve their professional personality and sales skills. It emphasizes the importance of proper grooming, dress, communication skills, and product knowledge. Specific advice includes dressing professionally, speaking clearly, using visual aids during presentations, emphasizing the brand, and closing calls by seeking prescriptions while maintaining a positive relationship with doctors. The overall message is that medical representatives need to represent themselves and their products professionally in order to succeed in sales.
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesRavideepak Verma
A medical representative's main responsibilities are to educate doctors about new medical products and treatments, achieve sales targets, and develop relationships within their assigned territory. They are expected to make a minimum number of daily calls to doctors and chemists to provide information about new drugs, devices, and advancements. Medical representatives must have strong product and customer knowledge, give organized presentations, and effectively communicate with healthcare professionals to help them provide better patient care. Both the company and representatives expect commitment, timely results and communication from each other to be successful partners.
This document discusses Retail Chemist Prescription Audit (RCPA) which is a process used by pharmaceutical sales representatives to gather prescription data from chemists and doctors. The key steps in RCPA include identifying potential customers, assessing their prescription preferences and shares, and maintaining a core doctor list. RCPA facilitates effective product promotion by helping reps detail the right products, sample the right products, and give the right information to validate their support. RCPA involves choosing the right chemist and time to visit, asking open-ended questions, and tabulating prescription data to develop call strategies and convert information into quantifying prescription demand.
The document provides information on basic selling skills for pharmaceutical sales representatives (PSRs). It discusses the responsibilities of a PSR, including achieving sales objectives, maintaining communication with managers, and implementing marketing strategies. It also covers important aspects of the sales process like pre-call planning, physician targeting, initial benefit statements, handling objections, and post-call analysis. The document emphasizes the importance of understanding physicians' needs and profiling the right targets in order to have effective sales calls and maximize results.
The document provides guidance on effective sales techniques for medical representatives. It discusses the 7 basic steps of selling: 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key aspects covered include using the DAPA method (define need, accept need, prove product fits need, accept proof) and funnel technique for questioning, presenting benefits over features, and handling price objections with the sandwich method. The overall aim is to create success for brands by developing an effective sales approach through understanding the sales role and satisfying customer needs.
The document provides guidance on effective sales techniques for medical representatives. It outlines the 7 basic steps of a sales call which include pre-call planning, opening, questioning, presentation, handling objections, closing, and post-call analysis. It also describes the DAPA method for selling - defining the doctor's needs, accepting them, proving the product meets those needs, and accepting the proof. Key aspects covered include using open and closed questions, presenting benefits, addressing objections, and techniques for discussing price without resistance. The overall aim is to create success for brands by developing an effective sales framework.
1. The document discusses various aspects of selling, including definitions of salesmanship, obstacles to selling, qualifications for success in sales, and techniques for handling objections.
2. It provides advice for sales representatives on how to plan calls, conduct presentations, and overcome objections by anticipating, evaluating, and timing responses to objections.
3. The document emphasizes developing strong preparation, communication, and objection handling skills to enable sales representatives to qualify prospects and move sales forward successfully.
The document provides an overview of pharmaceutical selling skills. It discusses the 7 basic steps of selling including pre-call planning, opening, questioning, presentation, handling objections, closing, and post-call analysis. It emphasizes understanding the doctor's needs and wants, presenting product benefits to satisfy those needs, and handling objections by focusing on advantages. The document also covers topics like greeting objectives, DAPA method of selling, presenting and negotiating price, and factors that can prevent effective closing of a sale.
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.
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 provides information about an upcoming workshop on Advanced Pharma Selling Techniques hosted by FutureLeaders. The one-day workshop will be held on October 26, 2018 in Dhaka and taught by Yousuf Efti and Quazi M. Ahmed. The workshop will provide pharmaceutical sales professionals with advanced selling techniques through lectures, exercises and discussions. Topics will include understanding customer behavior, influencing customers, presenting skills, achieving sales targets, negotiation, and overcoming objections. The goal is to help participants improve their sales performance.
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.
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 overview of the key steps in the pharmaceutical sales process:
1) Opening - The first step which involves rapport building and introducing the agenda for the visit. Common opening techniques include introducing yourself, stating the agenda, highlighting customer benefits, and asking for permission to proceed.
2) Exploring - Understanding customer needs through asking questions and active listening. The role is to determine priority needs that the product can satisfy.
3) Satisfying - Meeting customer needs by presenting relevant product features and benefits, checking for acceptance, and looking for buying signals.
4) Closing - Obtaining a commitment, using techniques like summarizing benefits, suggesting future plans, substantiating the plan, and seeking continuation
The document outlines tips and guidelines for pharmaceutical representatives when planning their daily work, conducting doctor visits, and following up. It discusses preparing a daily plan and checklist, conducting pre-call planning, properly greeting doctors and addressing any questions or objections, performing post-call analysis, and maintaining professional etiquette. The goal is to effectively detail brands and close visits by gaining the doctors' commitment.
1. The document discusses pharmaceutical selling skills, specifically pre-call planning and the sales call process.
2. It emphasizes the importance of pre-call planning to maximize limited time with customers, add value on every call, and speed up the time to make a sale. Key aspects of pre-call planning include understanding the customer, preparing sales tools and questions, and setting specific and measurable objectives.
3. The sales call section outlines the basic steps of opening the call, presenting product benefits, asking questions, handling objections, and closing. It provides tips for each step, such as mirroring the customer's communication style during the opening.
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.
Advanced selling skillsbuilding collaborative relationship
Selling is the art of persuasion, we persuade others because we cannot force them.
We sell products, services, ideas, and we sell ourselves.
Hard Working.
Smart Working.
Emotional Maturity.
Responsiveness to Customers.
Reliability.
Personal Development
Medical representatives play an important role in sharing knowledge about new diagnostic and treatment trends with doctors. However, they are often seen only as salespeople rather than knowledge brokers. The document discusses that medical representatives should see themselves as catalysts for sharing information, not just salespeople, in order to build better relationships with doctors. It provides tips for how medical representatives can position themselves as knowledgeable resources and what doctors expect from and want to get from their interactions with medical representatives.
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.
How to make call in the Doctor chamberNadia Qayyum
This document provides tips for medical representatives to improve their professional personality and sales skills. It emphasizes the importance of proper grooming, dress, communication skills, and product knowledge. Specific advice includes dressing professionally, speaking clearly, using visual aids during presentations, emphasizing the brand, and closing calls by seeking prescriptions while maintaining a positive relationship with doctors. The overall message is that medical representatives need to represent themselves and their products professionally in order to succeed in sales.
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesRavideepak Verma
A medical representative's main responsibilities are to educate doctors about new medical products and treatments, achieve sales targets, and develop relationships within their assigned territory. They are expected to make a minimum number of daily calls to doctors and chemists to provide information about new drugs, devices, and advancements. Medical representatives must have strong product and customer knowledge, give organized presentations, and effectively communicate with healthcare professionals to help them provide better patient care. Both the company and representatives expect commitment, timely results and communication from each other to be successful partners.
This document discusses Retail Chemist Prescription Audit (RCPA) which is a process used by pharmaceutical sales representatives to gather prescription data from chemists and doctors. The key steps in RCPA include identifying potential customers, assessing their prescription preferences and shares, and maintaining a core doctor list. RCPA facilitates effective product promotion by helping reps detail the right products, sample the right products, and give the right information to validate their support. RCPA involves choosing the right chemist and time to visit, asking open-ended questions, and tabulating prescription data to develop call strategies and convert information into quantifying prescription demand.
The document provides information on basic selling skills for pharmaceutical sales representatives (PSRs). It discusses the responsibilities of a PSR, including achieving sales objectives, maintaining communication with managers, and implementing marketing strategies. It also covers important aspects of the sales process like pre-call planning, physician targeting, initial benefit statements, handling objections, and post-call analysis. The document emphasizes the importance of understanding physicians' needs and profiling the right targets in order to have effective sales calls and maximize results.
The document provides guidance on effective sales techniques for medical representatives. It discusses the 7 basic steps of selling: 1) pre-call planning, 2) opening, 3) questioning, 4) presentation, 5) handling objections, 6) closing, and 7) post-call analysis. Key aspects covered include using the DAPA method (define need, accept need, prove product fits need, accept proof) and funnel technique for questioning, presenting benefits over features, and handling price objections with the sandwich method. The overall aim is to create success for brands by developing an effective sales approach through understanding the sales role and satisfying customer needs.
The document provides guidance on effective sales techniques for medical representatives. It outlines the 7 basic steps of a sales call which include pre-call planning, opening, questioning, presentation, handling objections, closing, and post-call analysis. It also describes the DAPA method for selling - defining the doctor's needs, accepting them, proving the product meets those needs, and accepting the proof. Key aspects covered include using open and closed questions, presenting benefits, addressing objections, and techniques for discussing price without resistance. The overall aim is to create success for brands by developing an effective sales framework.
This document outlines modules for customized selling skills training, including opening statements, gaining and maintaining a customer's attention, probing, listening, supporting products with features and benefits, overcoming objections, and closing sales. The six modules cover key aspects of the selling process like pre-planning, territory management, customer service, and follow up. They provide guidance on direct, purpose, assumed need, and benefit opening statements. Techniques are presented for understanding why customers lose interest and regaining their attention through actions, compliments, referrals, novelty, questions, demonstrations, humor, and promotional aids. Types of open-ended and closed-ended probing questions are defined, as well as the benefits of active listening. The funnel approach to
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
This document provides an overview of key concepts in sales skills and techniques, including the sales call sequence, dealing with resistance, and using visual aids. It discusses the principles of human relation, straight thinking, and presentation in salesmanship. It also covers topics like probing customers to understand needs, reinforcing benefits to address needs, gaining commitment, and handling competitors. The document aims to equip salespeople with essential knowledge on selling skills and strategies.
This document discusses key concepts in salesmanship including product knowledge, customer knowledge, competitors, and the sales call process. It covers the importance of understanding the product, customer needs and buying motives, as well as competitors' products and strategies. The sales call process involves pre-call planning, opening to identify customer needs, probing questions, and reinforcing the product benefits to satisfy those needs. The goal is to guide the customer through the buying decision process and motivate them to purchase by addressing their top priorities.
This document provides guidance on professional selling skills, including the meaning of selling, the steps of a sales call, and tips for each step. It outlines that selling involves gaining commitment from customers through persuasion. The key steps of a sales call are prospecting, preparation, approach, presentation, response, closing, and post-call review. Prospecting involves finding and qualifying potential customers. Preparation requires understanding customer needs and motives. The approach captures attention and states the purpose. The presentation matches product benefits to customer needs through questioning. Responses should address customer reactions positively. Closing requires ensuring customer understanding before asking for a commitment. The post-call reviews performance and gathers feedback.
Here are some effective ways to respond to compliments:
- Thank the customer sincerely for the feedback. Express genuine appreciation for their perspective.
- Ask a follow up question to better understand what aspects of your company or product they value. This continues the positive discussion.
- Consider sharing a related anecdote or example that illustrates your commitment to meeting customer needs. Keep it brief.
- Redirect the conversation back to understanding the customer's specific requirements and how you may help further. Compliments are opportunities, not ends in themselves.
- Make a mental note of what was complimented so you can reinforce those strengths going forward. Customer feedback helps improve service.
The goal is to acknowledge the compliment
This document provides guidance on developing sales skills, including product knowledge, understanding customer needs and competitors, and mastering the call sequence. It discusses the key steps of opening, probing, reinforcing, and gaining commitment in a sales call. Product knowledge, features, actions, and benefits are explained to help motivate customers. Different types of customer resistance are also outlined. The overall document serves as a roadmap to teach salespeople effective techniques for selling products and services.
This document provides guidance for sales representatives on conducting effective pharmacy visits and doctor visits. It outlines the key steps in pre-call planning, conducting the sales call, and following up after the call. Some of the most important parts of the sales process highlighted include developing rapport with decision-makers, understanding customer needs, presenting product benefits to address those needs, handling objections, and asking for the sale. Effective communication skills, from active listening to qualifying the size of the potential order, are also emphasized.
This document outlines the modules covered in a customized selling skills training program. The 6 modules cover the key aspects of a sales process: opening, getting and holding attention, probing and listening, supporting with features and benefits, overcoming objections, and closing the sale. Module 4 focuses on distinguishing features from benefits and using benefits to address customer needs. Module 5 discusses different types of objections, the process for overcoming them, and specific techniques. Module 6 addresses reasons salespeople may not close, signs it is time to close, and methods for constructing closing questions to obtain a commitment from the customer.
This document provides an overview of basic selling skills, including understanding sales calls, identifying customer buying motives, presenting product benefits, handling customer objections, gaining commitments, and analyzing sales calls for improvement. The objectives are to sharpen skills and behaviors to improve sales and professionalism. Key aspects covered include prospecting, call preparation, approaches, presentations matched to customer needs, questioning techniques, dealing with responses and closing.
The document provides an overview of pharmaceutical sales and selling techniques. It discusses how pharmaceutical representatives meet with doctors to promote their company's products through presentations and sample distribution. It also covers key skills and modules for pharmaceutical representatives, including territory planning, effective communication techniques, and utilizing visual aids and documentation to stand out during sales calls.
Marketing is about solving problems for customers. It involves understanding customer needs and developing solutions to meet those needs. Pharmacists need to adopt a marketing mindset that puts customers first. This involves understanding customers' problems from their perspective and using a business model approach to address their needs. There are two main approaches to marketing - transactional marketing focuses on individual exchanges while relationship marketing aims to develop long-term relationships with customers by understanding their complete needs. Pharmacists need to market themselves and their services to thrive in today's healthcare environment.
The document provides tips for salespeople to effectively close sales in 3 steps:
1) Agree - Find common ground with the customer
2) Clarify - Lock onto a key word and ask follow up questions to understand the customer's concerns
3) Legitimize - Ask the customer what they will do next if their concerns are addressed
It emphasizes listening to understand the customer, being positive, delivering on promises to build trust, and assuming the sale.
The document discusses effective tools for pharmaceutical sales and marketing. It argues that building relationships with physicians through developing interpersonal skills is the most important factor for sales success. While samples, gifts, and discounts can help, relationships are ultimately more vital because people will not listen to salespeople they do not have a connection with. For new products, the most important tools are medical information and clinical meetings, followed by product samples. Mature products are better served through samples, gifts, and commercial discounts, while discounts alone may work for tail products. A combination of tools is generally most effective depending on the marketing objectives.
The document outlines the steps of a successful sales call:
1. Preparation - The salesperson plans their objectives, evaluates the prospect, and prepares questions and responses.
2. Approach - The salesperson introduces themselves, states the purpose of the call, and asks an opening question to gain attention and interest.
3. Presentation - The salesperson works to uncover the prospect's needs through questions, then matches the product benefits to those needs to find the decisive buying motive.
4. Responses - The salesperson listens to reactions and looks for buying signals from the prospect.
Customer and pharmacy feedback is important for businesses to improve their products, services, and customer loyalty. There are several ways to collect feedback, including through customers, distributors, assistants, doctors, surveys, and observation. It is important to customize your language and show interest in the key people you are collecting feedback from, such as pharmacists. Feedback should be both quantitative, like prescription numbers, and qualitative, covering preferences, indications, and doses. The feedback collected can then be used to target opportunities and develop or defend business areas. When giving feedback, be honest, positive, and concise.
2024 Media Preferences of Older Adults: Consumer Survey and Marketing Implica...Media Logic
When it comes to creating marketing strategies that target older adults, it is crucial to have insight into their media habits and preferences. Understanding how older adults consume and use media is key to creating acquisition and retention strategies. We recently conducted our seventh annual survey to gain insight into the media preferences of older adults in 2024. Here are the survey responses and marketing implications that stood out to us.
Test bank clinical nursing skills a concept based approach 4e pearson educati...rightmanforbloodline
Test bank clinical nursing skills a concept based approach 4e pearson education
Test bank clinical nursing skills a concept based approach 4e pearson education
Test bank clinical nursing skills a concept based approach 4e pearson education
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Cyclothymia Test: Diagnosing, Symptoms, Treatment, and Impact | The Lifescien...The Lifesciences Magazine
The cyclothymia test is a pivotal tool in the diagnostic process. It helps clinicians assess the presence and severity of symptoms associated with cyclothymia.
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The story of Dr. Ranjit Jagtap's daughters is more than a tale of inherited responsibility; it's a narrative of passion, innovation, and unwavering commitment to a cause greater than oneself. In Poulami and Aditi Jagtap, we see the beautiful continuum of a father's dream and the limitless potential of compassion-driven healthcare.
English Drug and Alcohol Commissioners June 2024.pptxMatSouthwell1
Presentation made by Mat Southwell to the Harm Reduction Working Group of the English Drug and Alcohol Commissioners. Discuss stimulants, OAMT, NSP coverage and community-led approach to DCRs. Focussing on active drug user perspectives and interests
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Digital Health in India_Health Informatics Trained Manpower _DrDevTaneja_15.0...DrDevTaneja1
Digital India will need a big trained army of Health Informatics educated & trained manpower in India.
Presently, generalist IT manpower does most of the work in the healthcare industry in India. Academic Health Informatics education is not readily available at school & health university level or IT education institutions in India.
We look into the evolution of health informatics and its applications in the healthcare industry.
HIMMS TIGER resources are available to assist Health Informatics education.
Indian Health universities, IT Education institutions, and the healthcare industry must proactively collaborate to start health informatics courses on a big scale. An advocacy push from various stakeholders is also needed for this goal.
Health informatics has huge employment potential and provides a big business opportunity for the healthcare industry. A big pool of trained health informatics manpower can lead to product & service innovations on a global scale in India.
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2. Content
Aim
What is selling
7 Basic selling skills
Objective of greetings
and openings
Ask question
The funnel technique
DAPA method of
selling
3. Content
Significance of DAPA
Presenting the
benefit of the product
Handling objections
Selling the price
Closing a sell
4. Aim
To create an out standing success of your
brand
Understand indepth the role of sales team
Develop a frame work of an effective sales
approach
5. What is selling ?
A satisfy a NEED orWANT with your product
for mutual benefits.
To IDENTIFY/ GENERATE/ INFLUENCE a
NEED orWANT
6. Philosophy of selling
Selling = Motivating doctors commitment
Medical reps - All good reasons , why a dr
should rx your brands ?
8. Pre call planning
TARGETING – Identifying the right drs
CALL PREPARATION-
1) Review last call
2) Objective selling SMART (Specific/
Measurable/Achievable/Realistic/Time
bound)
3) PLANTHE CALL- Objective/ promotional
material/ sequence of detailing
9. Pre call planning
Projecting the right company image –
Posture, facial expressions, dressing and
grooming
10. Pre call planning
Waiting time utilization
Observe different things in side the clinic or
hospital
No of patient/ sex/ age/ economical status
Patient information chart/ competitor
promotional materials/ Drs interests/ rxing
habits
Etc…….,
11. OPENING
OPENING ISTHE SKILL OF CAPTURING DRS ATTENTION
AND FOCUSINGTHE SALES CALL
1) Steps of opening – Greeting/ Rapport Building/Purpose of
call/ Initiating business discussion
2)Types of opening – Need/ benefit opening
Identifying known or presumed need
Offer a product feature & benefit to satisfy that need
Opening as a question
Stimulating opening
12. Questioning
Questioning is used for the purpose of
gaining information to use in the sales call.
Start with open questions ( More than one
word answer questions ) and then moved to
close questions (one word answer questions ).
13. Questioning
OPEN QUESTIONING
Invites an extended drs response
Start withWHAT/WHEN/WHY/WHERE/WHO/ HOW.
CLOSEDQUESTIONING
1) Invites aYES or NO reply from the dr
2) Start with IS/ SHOULD/DO/WILL
CHOICE QUESTIONING
Give dr 2 or more positive options in order to rule out a
negative NO response
14. Presentation
Presentation is zeroing on the doctors
identified NEEDS/WANTS, with appropriate
product FEATURE and BENEFITS.
15. DURING PRESENTATION
Sit up straight in front of the doctor
Look confident and speak with enthusiasm.
Hold the visual aid infront and use a pen to
focus drs attention.
Don’t look at the visual aid, look at the dr,
observe his/her actions.
If interrupted, do a brief recap before
continuing.
Don’t be distracted by surroundings .
16. Handling objections
CAN BE QUESTION/COMMENT OR QUERY,
SHOWS INTEREST OFTHE DOCTOR IN
YOUR PRODUCT
1) Mis understanding
An incorrect , negative perception because of
mis information.
TO HANDLETHIS PROVIDETHE RIGHT
INFORMATION
17. Handling objections
SKEPTICISM
A doctor doubt that your product , can
actually deliver the stated benefit ?
offer proof ( CLINICALTRAILS/ STUDIES /
REFERENCES )
18. Handling objections
Real objection
A real short coming or disadvantage of your
product
To handle real objection , minimize the impact
by focusing on the advantages .
19. Handling objections
In difference
Doctor is not interested in your product because
he satisfied with your competitor product, or dr
has never used that type of product.
IDENTIFIED A NEEDTHAT CAN NOT BE
SATISFIED BYTHE DRS PREFERRED
PRODUCT.
20. Handling objections
Hidden objection
Doctor does not openly raise an objection
because the doctor is disinterested.
ASK DR IFTHEY HAVE CONCERNS
21. CLOSING
Real success of a sales call depends on the use
of effective closing.
AFTER PRESENTATION
1)Review all the benefits accepted by the doctor
2) Ask for business (Trail use, continued or
expanded use )
3)Wait for a response.
22. Post call analyses
Post call analyses is the process of evaluating
and recording the out come of the call. In
order to plan for future call
After leaving the chamber
1) Evaluate the call
2) Record call information
3) Set objectives next meeting with the dr.