SlideShare a Scribd company logo
Personal Selling In Pharma
Preparation for Selling The pre-approach is getting ready for the face-to-face encounter in a selling situation. Sales people prepare by: Studying their PRODUCTS. Keeping abreast of  MARKET trends. Researching POTIENTIAL customers.
Steps in the Sales Process Professional sales people go through several steps.  These steps can change according to the product and the customer in each selling situation.
Determining  NEEDS APPROACHING  the customer PRESENTING  the product Overcoming  OBJECTIONS CLOSING  the call RELATIONSHIP  building The Steps of the Sales Process
Determining Needs During the determining the need phase the salesperson should learn that what the customer is looking for in a product in order to decide which product to be presented first.  The salesperson can determine the needs through observation (nonverbal communication), listening, and questioning.
Approaching the Customer Greeting the customer face-to-face. The approach sets the mood or atmosphere for the other steps of the call.  The purposes of the approach are:  To begin conversation. To establish a relationship with the customer.
Presenting the Product During the presentation phase of  the call, the salesperson shows the product(s) that matches the customer’s needs.  The salesperson  should educate the customer about the product’s features and benefits.  Effective call presentations include factors such as:  Display and handling of the VISUAL AID.  Proper COMMUNICATION of the product,  INVOLVEMENT of the customer during product presentation.
Overcoming Objections Overcoming objections involves learning why the customer is reluctant to prescribe/ purchase, providing information to remove that uncertainty & it will help the customer to make a buying decision. Excuses  are insincere reasons for not prescribing or not seeing the salesperson. Objections  are concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase.
Four-Step Process for Handling Objections Listen Carefully Acknowledge the customer’s objection Restate the objections Answer the objections
Specialized Methods of Handling Objections The  Boomerang  method brings the objection back to the customer as a selling point. The  Question  method is a technique in which you question the customer to learn more about the objections. The  Superior Point  method permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits of the product. The  Denial  method is used when the customer’s objection is based on misinformation.  The salesperson should provide the customer with proof and accurate information in answer to objections. The  Demonstration  method is used to let the customer have hands-on information about the product.
Closing the Call Closing the call is obtaining positive agreement from the customer to prescribe/purchase.  Some guidelines must be followed while closing the call:  Use major objections that have been resolved to close the call.  Do not present more products when the customer is having  little time.
Relationship building Relationship  in sales involves the strategies businesses use to stay close to their customers. Relationship building occur: With the regular follow-up Designing & implementing activities Interacting with customer's to understand their academic, scientific & allied interests
THANK YOU! CHANDAN KUMAR Maximum Impact, Ultimate Reach !

More Related Content

What's hot

Training Program for Medical Representatives by Anup Soans
Training Program for Medical Representatives by Anup Soans Training Program for Medical Representatives by Anup Soans
Training Program for Medical Representatives by Anup Soans
Anup Soans
 
Selling Skills For New Med Reps
Selling Skills For New Med RepsSelling Skills For New Med Reps
Selling Skills For New Med Reps
Azam Jafri
 
Medical representative tips
Medical representative tipsMedical representative tips
Medical representative tips
Ahmed Samy
 
Advanced selling skills p3
Advanced selling skills p3Advanced selling skills p3
Advanced selling skills p3
Mohammed Gamal
 
What Doctors Expect from Pharma Representatives
What Doctors Expect from Pharma RepresentativesWhat Doctors Expect from Pharma Representatives
What Doctors Expect from Pharma Representatives
Sujoy Dasgupta
 
Basic Selling Skills Final
Basic Selling Skills FinalBasic Selling Skills Final
Basic Selling Skills Final
Mohamed Salah Rashwan
 
basic selling skills 1
 basic selling skills 1 basic selling skills 1
basic selling skills 1
Mostafa Elrefaiy
 
Advanced Pharma Selling Techniques
Advanced Pharma Selling TechniquesAdvanced Pharma Selling Techniques
Advanced Pharma Selling Techniques
Mohammad Yousuf Efti
 
Sales ppt training and develop in pharma industry
Sales ppt training and develop in pharma industrySales ppt training and develop in pharma industry
Sales ppt training and develop in pharma industry
shumaila91
 
Pharma marketing
Pharma marketingPharma marketing
Pharma marketing
Uzair Ahmed
 
Pharmaceutical selling skills
Pharmaceutical selling skillsPharmaceutical selling skills
Pharmaceutical selling skills
Saba Ahmed
 
Pharmaceutical selling skills
Pharmaceutical selling skillsPharmaceutical selling skills
Pharmaceutical selling skills
Vo Khoi
 
Sales Training - Selling skill for Medical Representative
Sales Training - Selling skill for Medical RepresentativeSales Training - Selling skill for Medical Representative
Sales Training - Selling skill for Medical Representative
Multiple Knowledge System
 
Med rep how to make flash call
Med rep how to make flash callMed rep how to make flash call
Med rep how to make flash call
mah elnaggar
 
Pharma/Medical Represnative training
Pharma/Medical Represnative trainingPharma/Medical Represnative training
Pharma/Medical Represnative training
Chintan Chavda
 
Things to do before making doctor calls
Things to do before making doctor callsThings to do before making doctor calls
Things to do before making doctor calls
Kaustubh Agarwal
 
Detailing
DetailingDetailing
Detailing
Shilpa Garg
 
Advanced pharmaceutical selling skill
Advanced pharmaceutical selling skillAdvanced pharmaceutical selling skill
Advanced pharmaceutical selling skill
Mohammad Masum Chowdhury
 
Indian Pharmaceuticals Marketing & selling for Medical Representatives
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesIndian Pharmaceuticals Marketing & selling for Medical Representatives
Indian Pharmaceuticals Marketing & selling for Medical Representatives
Ravideepak Verma
 
Selling skills
Selling skillsSelling skills
Selling skills
yousseftharwat
 

What's hot (20)

Training Program for Medical Representatives by Anup Soans
Training Program for Medical Representatives by Anup Soans Training Program for Medical Representatives by Anup Soans
Training Program for Medical Representatives by Anup Soans
 
Selling Skills For New Med Reps
Selling Skills For New Med RepsSelling Skills For New Med Reps
Selling Skills For New Med Reps
 
Medical representative tips
Medical representative tipsMedical representative tips
Medical representative tips
 
Advanced selling skills p3
Advanced selling skills p3Advanced selling skills p3
Advanced selling skills p3
 
What Doctors Expect from Pharma Representatives
What Doctors Expect from Pharma RepresentativesWhat Doctors Expect from Pharma Representatives
What Doctors Expect from Pharma Representatives
 
Basic Selling Skills Final
Basic Selling Skills FinalBasic Selling Skills Final
Basic Selling Skills Final
 
basic selling skills 1
 basic selling skills 1 basic selling skills 1
basic selling skills 1
 
Advanced Pharma Selling Techniques
Advanced Pharma Selling TechniquesAdvanced Pharma Selling Techniques
Advanced Pharma Selling Techniques
 
Sales ppt training and develop in pharma industry
Sales ppt training and develop in pharma industrySales ppt training and develop in pharma industry
Sales ppt training and develop in pharma industry
 
Pharma marketing
Pharma marketingPharma marketing
Pharma marketing
 
Pharmaceutical selling skills
Pharmaceutical selling skillsPharmaceutical selling skills
Pharmaceutical selling skills
 
Pharmaceutical selling skills
Pharmaceutical selling skillsPharmaceutical selling skills
Pharmaceutical selling skills
 
Sales Training - Selling skill for Medical Representative
Sales Training - Selling skill for Medical RepresentativeSales Training - Selling skill for Medical Representative
Sales Training - Selling skill for Medical Representative
 
Med rep how to make flash call
Med rep how to make flash callMed rep how to make flash call
Med rep how to make flash call
 
Pharma/Medical Represnative training
Pharma/Medical Represnative trainingPharma/Medical Represnative training
Pharma/Medical Represnative training
 
Things to do before making doctor calls
Things to do before making doctor callsThings to do before making doctor calls
Things to do before making doctor calls
 
Detailing
DetailingDetailing
Detailing
 
Advanced pharmaceutical selling skill
Advanced pharmaceutical selling skillAdvanced pharmaceutical selling skill
Advanced pharmaceutical selling skill
 
Indian Pharmaceuticals Marketing & selling for Medical Representatives
Indian Pharmaceuticals Marketing & selling for Medical RepresentativesIndian Pharmaceuticals Marketing & selling for Medical Representatives
Indian Pharmaceuticals Marketing & selling for Medical Representatives
 
Selling skills
Selling skillsSelling skills
Selling skills
 

Viewers also liked

Personal Selling In Pharma Marketing
Personal Selling In Pharma MarketingPersonal Selling In Pharma Marketing
Personal Selling In Pharma Marketing
Shilpa Garg
 
A presentation on personal selling
A presentation on personal sellingA presentation on personal selling
A presentation on personal selling
Pranav Kumar Ojha
 
The High Prices of Prescription Drugs Increase Costs for Everyone
The High Prices of Prescription Drugs Increase Costs for EveryoneThe High Prices of Prescription Drugs Increase Costs for Everyone
The High Prices of Prescription Drugs Increase Costs for Everyone
America's Health Insurance Plans
 
How to sell software in Europe
How to sell software in EuropeHow to sell software in Europe
How to sell software in Europe
2Checkout
 
Company presentation exhibition
Company  presentation exhibition Company  presentation exhibition
Company presentation exhibition
Publicity Creating
 
Jim W in a Nutshell - My Personal Approach to Selling
Jim W in a Nutshell - My Personal Approach to SellingJim W in a Nutshell - My Personal Approach to Selling
Jim W in a Nutshell - My Personal Approach to Selling
jimw_presos
 
Sanjeev khaira, President, IEIA
Sanjeev khaira, President, IEIASanjeev khaira, President, IEIA
Sanjeev khaira, President, IEIA
IEIAOpenSeminar2012
 
The berlin trade exhibition - Simmel
The berlin trade exhibition - SimmelThe berlin trade exhibition - Simmel
The berlin trade exhibition - Simmel
yektab
 
Skd
SkdSkd
Exhibition Stand Trade Show Booth Design & Build
Exhibition Stand Trade Show Booth Design & BuildExhibition Stand Trade Show Booth Design & Build
Exhibition Stand Trade Show Booth Design & Build
raliexb
 
Overview of personal selling
Overview of personal sellingOverview of personal selling
Overview of personal selling
tarun koul
 
Is Fair Trade Good or Bad for Economic Development
Is Fair Trade Good or Bad for Economic DevelopmentIs Fair Trade Good or Bad for Economic Development
Is Fair Trade Good or Bad for Economic Development
Matthew Richardson
 
Personal Selling
Personal SellingPersonal Selling
Personal Selling
sweet_vijay
 
"Free" Trade without "Fair" Trade? -- how should the U.S. react to address ou...
"Free" Trade without "Fair" Trade? -- how should the U.S. react to address ou..."Free" Trade without "Fair" Trade? -- how should the U.S. react to address ou...
"Free" Trade without "Fair" Trade? -- how should the U.S. react to address ou...
Carlos F. Flores
 
International trade fairs & exhibitions in France (Calendar 2014-2015)
International trade fairs & exhibitions in France (Calendar 2014-2015)International trade fairs & exhibitions in France (Calendar 2014-2015)
International trade fairs & exhibitions in France (Calendar 2014-2015)
Samantha Bourgis
 
Trade Fair - Trade Show - Trade Exhibition - Hannover Messe
Trade Fair - Trade Show - Trade Exhibition - Hannover MesseTrade Fair - Trade Show - Trade Exhibition - Hannover Messe
Trade Fair - Trade Show - Trade Exhibition - Hannover Messe
Sivaditya Gali
 
Sales & Channels
Sales & ChannelsSales & Channels
Sales & Channels
Pearl Kalra
 
RETAIL EXPO 2016
RETAIL EXPO 2016RETAIL EXPO 2016
Ch2: Personal Selling: Preparation and Process
Ch2: Personal Selling:  Preparation and ProcessCh2: Personal Selling:  Preparation and Process
Ch2: Personal Selling: Preparation and Process
itsvineeth209
 
Publicity,Public relations,Personal Selling, IMC
Publicity,Public relations,Personal Selling, IMCPublicity,Public relations,Personal Selling, IMC
Publicity,Public relations,Personal Selling, IMC
Gheethu Joy
 

Viewers also liked (20)

Personal Selling In Pharma Marketing
Personal Selling In Pharma MarketingPersonal Selling In Pharma Marketing
Personal Selling In Pharma Marketing
 
A presentation on personal selling
A presentation on personal sellingA presentation on personal selling
A presentation on personal selling
 
The High Prices of Prescription Drugs Increase Costs for Everyone
The High Prices of Prescription Drugs Increase Costs for EveryoneThe High Prices of Prescription Drugs Increase Costs for Everyone
The High Prices of Prescription Drugs Increase Costs for Everyone
 
How to sell software in Europe
How to sell software in EuropeHow to sell software in Europe
How to sell software in Europe
 
Company presentation exhibition
Company  presentation exhibition Company  presentation exhibition
Company presentation exhibition
 
Jim W in a Nutshell - My Personal Approach to Selling
Jim W in a Nutshell - My Personal Approach to SellingJim W in a Nutshell - My Personal Approach to Selling
Jim W in a Nutshell - My Personal Approach to Selling
 
Sanjeev khaira, President, IEIA
Sanjeev khaira, President, IEIASanjeev khaira, President, IEIA
Sanjeev khaira, President, IEIA
 
The berlin trade exhibition - Simmel
The berlin trade exhibition - SimmelThe berlin trade exhibition - Simmel
The berlin trade exhibition - Simmel
 
Skd
SkdSkd
Skd
 
Exhibition Stand Trade Show Booth Design & Build
Exhibition Stand Trade Show Booth Design & BuildExhibition Stand Trade Show Booth Design & Build
Exhibition Stand Trade Show Booth Design & Build
 
Overview of personal selling
Overview of personal sellingOverview of personal selling
Overview of personal selling
 
Is Fair Trade Good or Bad for Economic Development
Is Fair Trade Good or Bad for Economic DevelopmentIs Fair Trade Good or Bad for Economic Development
Is Fair Trade Good or Bad for Economic Development
 
Personal Selling
Personal SellingPersonal Selling
Personal Selling
 
"Free" Trade without "Fair" Trade? -- how should the U.S. react to address ou...
"Free" Trade without "Fair" Trade? -- how should the U.S. react to address ou..."Free" Trade without "Fair" Trade? -- how should the U.S. react to address ou...
"Free" Trade without "Fair" Trade? -- how should the U.S. react to address ou...
 
International trade fairs & exhibitions in France (Calendar 2014-2015)
International trade fairs & exhibitions in France (Calendar 2014-2015)International trade fairs & exhibitions in France (Calendar 2014-2015)
International trade fairs & exhibitions in France (Calendar 2014-2015)
 
Trade Fair - Trade Show - Trade Exhibition - Hannover Messe
Trade Fair - Trade Show - Trade Exhibition - Hannover MesseTrade Fair - Trade Show - Trade Exhibition - Hannover Messe
Trade Fair - Trade Show - Trade Exhibition - Hannover Messe
 
Sales & Channels
Sales & ChannelsSales & Channels
Sales & Channels
 
RETAIL EXPO 2016
RETAIL EXPO 2016RETAIL EXPO 2016
RETAIL EXPO 2016
 
Ch2: Personal Selling: Preparation and Process
Ch2: Personal Selling:  Preparation and ProcessCh2: Personal Selling:  Preparation and Process
Ch2: Personal Selling: Preparation and Process
 
Publicity,Public relations,Personal Selling, IMC
Publicity,Public relations,Personal Selling, IMCPublicity,Public relations,Personal Selling, IMC
Publicity,Public relations,Personal Selling, IMC
 

Similar to Pharma Personal Selling

Professional+basic+selling+skills
Professional+basic+selling+skillsProfessional+basic+selling+skills
Professional+basic+selling+skills
mohamedelmokatef
 
Selling process and managing sales information
Selling process and managing sales informationSelling process and managing sales information
Selling process and managing sales information
sanjay_sarkar
 
Sales
SalesSales
Sales process. II
Sales process. IISales process. II
Sales process. II
MARKETING 2019
 
Sales process 2
Sales process 2Sales process 2
Sales process 2
MARKETING 2019
 
Sales approach By dr. Madhu Aman Sharma
Sales approach  By dr. Madhu Aman SharmaSales approach  By dr. Madhu Aman Sharma
Sales approach By dr. Madhu Aman Sharma
Madhu Sharma
 
Sales approach By Dr. Madhu Aman Sharma
Sales approach By Dr. Madhu Aman SharmaSales approach By Dr. Madhu Aman Sharma
Sales approach By Dr. Madhu Aman Sharma
Madhu Sharma
 
Introduction to Sales Process
Introduction to Sales Process Introduction to Sales Process
Introduction to Sales Process
Hany Sewilam Abdel Hamid
 
Mastering sales call
Mastering sales callMastering sales call
Mastering sales call
K.H Sumon
 
Salesmanship.pptx
Salesmanship.pptxSalesmanship.pptx
Salesmanship.pptx
NareshJandialGMSales
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
Pushp Rajkavi
 
Salesmanship personal selling v unit
Salesmanship personal selling v unitSalesmanship personal selling v unit
Salesmanship personal selling v unit
SureshBabuMannarColl
 
1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx
Shivam7933
 
1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx
Shivam7933
 
1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx
Shivam7933
 
The Personal Selling P
The Personal Selling PThe Personal Selling P
The Personal Selling P
Pat Claudio
 
Chapter 2The personal selling process
Chapter 2The personal selling processChapter 2The personal selling process
Chapter 2The personal selling process
Lo-Ann Placido
 
Selling process.
Selling process.Selling process.
Selling process.
Saddam Husen
 
Selling process ppt by varsha
Selling process  ppt by varshaSelling process  ppt by varsha
Selling process ppt by varsha
Varsha Singh
 
Retail Selling Techniques
Retail Selling TechniquesRetail Selling Techniques
Retail Selling Techniques
Mukul Bhartiya
 

Similar to Pharma Personal Selling (20)

Professional+basic+selling+skills
Professional+basic+selling+skillsProfessional+basic+selling+skills
Professional+basic+selling+skills
 
Selling process and managing sales information
Selling process and managing sales informationSelling process and managing sales information
Selling process and managing sales information
 
Sales
SalesSales
Sales
 
Sales process. II
Sales process. IISales process. II
Sales process. II
 
Sales process 2
Sales process 2Sales process 2
Sales process 2
 
Sales approach By dr. Madhu Aman Sharma
Sales approach  By dr. Madhu Aman SharmaSales approach  By dr. Madhu Aman Sharma
Sales approach By dr. Madhu Aman Sharma
 
Sales approach By Dr. Madhu Aman Sharma
Sales approach By Dr. Madhu Aman SharmaSales approach By Dr. Madhu Aman Sharma
Sales approach By Dr. Madhu Aman Sharma
 
Introduction to Sales Process
Introduction to Sales Process Introduction to Sales Process
Introduction to Sales Process
 
Mastering sales call
Mastering sales callMastering sales call
Mastering sales call
 
Salesmanship.pptx
Salesmanship.pptxSalesmanship.pptx
Salesmanship.pptx
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
 
Salesmanship personal selling v unit
Salesmanship personal selling v unitSalesmanship personal selling v unit
Salesmanship personal selling v unit
 
1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx
 
1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx
 
1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx1585923950_Unit_4_personal_selling_process.pptx
1585923950_Unit_4_personal_selling_process.pptx
 
The Personal Selling P
The Personal Selling PThe Personal Selling P
The Personal Selling P
 
Chapter 2The personal selling process
Chapter 2The personal selling processChapter 2The personal selling process
Chapter 2The personal selling process
 
Selling process.
Selling process.Selling process.
Selling process.
 
Selling process ppt by varsha
Selling process  ppt by varshaSelling process  ppt by varsha
Selling process ppt by varsha
 
Retail Selling Techniques
Retail Selling TechniquesRetail Selling Techniques
Retail Selling Techniques
 

Recently uploaded

EN_Chinese-Automotive-in-SEA-Vero-White-Paper_2023.pdf
EN_Chinese-Automotive-in-SEA-Vero-White-Paper_2023.pdfEN_Chinese-Automotive-in-SEA-Vero-White-Paper_2023.pdf
EN_Chinese-Automotive-in-SEA-Vero-White-Paper_2023.pdf
ivanparu86
 
Luxury Lifestyle Summit 2024 - Sponsorship
Luxury Lifestyle Summit 2024 - SponsorshipLuxury Lifestyle Summit 2024 - Sponsorship
Luxury Lifestyle Summit 2024 - Sponsorship
uitdiedosfinance
 
Business Model Canvas for Successful Business
Business Model Canvas for Successful BusinessBusiness Model Canvas for Successful Business
Business Model Canvas for Successful Business
SuganthiPrakash1
 
Zodiac Signs and Fashion: Dressing to Suit Your Astrological Style
Zodiac Signs and Fashion: Dressing to Suit Your Astrological StyleZodiac Signs and Fashion: Dressing to Suit Your Astrological Style
Zodiac Signs and Fashion: Dressing to Suit Your Astrological Style
my Pandit
 
Corporate Governance for South African Mining Companies
Corporate Governance for South African Mining CompaniesCorporate Governance for South African Mining Companies
Corporate Governance for South African Mining Companies
James AH Campbell
 
84th Marketing Club (OTC Marketing) Dr.Mahmoud Hamed 23rd Cairo.pdf
84th Marketing Club (OTC Marketing) Dr.Mahmoud Hamed 23rd Cairo.pdf84th Marketing Club (OTC Marketing) Dr.Mahmoud Hamed 23rd Cairo.pdf
84th Marketing Club (OTC Marketing) Dr.Mahmoud Hamed 23rd Cairo.pdf
ahmed614380
 
Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...
Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...
Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...
grouphirani24
 
High Profile Girls Call Bhubaneswar 🎈🔥000XX00000 🔥💋🎈 Provide Best And Top Gir...
High Profile Girls Call Bhubaneswar 🎈🔥000XX00000 🔥💋🎈 Provide Best And Top Gir...High Profile Girls Call Bhubaneswar 🎈🔥000XX00000 🔥💋🎈 Provide Best And Top Gir...
High Profile Girls Call Bhubaneswar 🎈🔥000XX00000 🔥💋🎈 Provide Best And Top Gir...
dimplekumaridk322
 
Qatar Airways Kuwait Office.pdf.........
Qatar Airways Kuwait Office.pdf.........Qatar Airways Kuwait Office.pdf.........
Qatar Airways Kuwait Office.pdf.........
anissageorge9890
 
A Complete Guide of Dubai Freelance Visa and Permit in 2024
A Complete Guide of Dubai Freelance Visa and Permit in 2024A Complete Guide of Dubai Freelance Visa and Permit in 2024
A Complete Guide of Dubai Freelance Visa and Permit in 2024
Dubiz
 
Test Bank For Principles Of Cost Accounting, 17th Edition Edward J. Vander...
Test Bank For Principles Of Cost Accounting, 	  17th Edition Edward J. Vander...Test Bank For Principles Of Cost Accounting, 	  17th Edition Edward J. Vander...
Test Bank For Principles Of Cost Accounting, 17th Edition Edward J. Vander...
kevinkariuki227
 
Girls Call Andheri West 9910780858 Provide Best And Top Girl Service And No1 ...
Girls Call Andheri West 9910780858 Provide Best And Top Girl Service And No1 ...Girls Call Andheri West 9910780858 Provide Best And Top Girl Service And No1 ...
Girls Call Andheri West 9910780858 Provide Best And Top Girl Service And No1 ...
margaretblush
 
New Girls Call Mumbai 9910780858 Provide Best And Top Girl Service And No1 in...
New Girls Call Mumbai 9910780858 Provide Best And Top Girl Service And No1 in...New Girls Call Mumbai 9910780858 Provide Best And Top Girl Service And No1 in...
New Girls Call Mumbai 9910780858 Provide Best And Top Girl Service And No1 in...
44annissa
 
WAM Corporate Presentation July 2024.pdf
WAM Corporate Presentation July 2024.pdfWAM Corporate Presentation July 2024.pdf
WAM Corporate Presentation July 2024.pdf
Western Alaska Minerals Corp.
 
Benefits of Hiring Gen X Compared to Gen Z and Millennials.pptx
Benefits of Hiring Gen X Compared to Gen Z and Millennials.pptxBenefits of Hiring Gen X Compared to Gen Z and Millennials.pptx
Benefits of Hiring Gen X Compared to Gen Z and Millennials.pptx
Brian Frerichs
 
Girls Call Vashi 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Vashi 9910780858 Provide Best And Top Girl Service And No1 in CityGirls Call Vashi 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Vashi 9910780858 Provide Best And Top Girl Service And No1 in City
77sayre
 
Cracking the Customer Experience Code.pptx
Cracking the Customer Experience Code.pptxCracking the Customer Experience Code.pptx
Cracking the Customer Experience Code.pptx
Workforce Group
 
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in CityGirls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
maigasapphire
 
AI and Best Use Cases for Your Personal Life.pptx
AI and Best Use Cases for Your Personal Life.pptxAI and Best Use Cases for Your Personal Life.pptx
AI and Best Use Cases for Your Personal Life.pptx
Brian Frerichs
 
How Do Flange Adapters Work and Why Are They Essential?
How Do Flange Adapters Work and Why Are They Essential?How Do Flange Adapters Work and Why Are They Essential?
How Do Flange Adapters Work and Why Are They Essential?
Texas Flange
 

Recently uploaded (20)

EN_Chinese-Automotive-in-SEA-Vero-White-Paper_2023.pdf
EN_Chinese-Automotive-in-SEA-Vero-White-Paper_2023.pdfEN_Chinese-Automotive-in-SEA-Vero-White-Paper_2023.pdf
EN_Chinese-Automotive-in-SEA-Vero-White-Paper_2023.pdf
 
Luxury Lifestyle Summit 2024 - Sponsorship
Luxury Lifestyle Summit 2024 - SponsorshipLuxury Lifestyle Summit 2024 - Sponsorship
Luxury Lifestyle Summit 2024 - Sponsorship
 
Business Model Canvas for Successful Business
Business Model Canvas for Successful BusinessBusiness Model Canvas for Successful Business
Business Model Canvas for Successful Business
 
Zodiac Signs and Fashion: Dressing to Suit Your Astrological Style
Zodiac Signs and Fashion: Dressing to Suit Your Astrological StyleZodiac Signs and Fashion: Dressing to Suit Your Astrological Style
Zodiac Signs and Fashion: Dressing to Suit Your Astrological Style
 
Corporate Governance for South African Mining Companies
Corporate Governance for South African Mining CompaniesCorporate Governance for South African Mining Companies
Corporate Governance for South African Mining Companies
 
84th Marketing Club (OTC Marketing) Dr.Mahmoud Hamed 23rd Cairo.pdf
84th Marketing Club (OTC Marketing) Dr.Mahmoud Hamed 23rd Cairo.pdf84th Marketing Club (OTC Marketing) Dr.Mahmoud Hamed 23rd Cairo.pdf
84th Marketing Club (OTC Marketing) Dr.Mahmoud Hamed 23rd Cairo.pdf
 
Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...
Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...
Why is Structural Engineering Critical in Disaster Preparedness and Resilienc...
 
High Profile Girls Call Bhubaneswar 🎈🔥000XX00000 🔥💋🎈 Provide Best And Top Gir...
High Profile Girls Call Bhubaneswar 🎈🔥000XX00000 🔥💋🎈 Provide Best And Top Gir...High Profile Girls Call Bhubaneswar 🎈🔥000XX00000 🔥💋🎈 Provide Best And Top Gir...
High Profile Girls Call Bhubaneswar 🎈🔥000XX00000 🔥💋🎈 Provide Best And Top Gir...
 
Qatar Airways Kuwait Office.pdf.........
Qatar Airways Kuwait Office.pdf.........Qatar Airways Kuwait Office.pdf.........
Qatar Airways Kuwait Office.pdf.........
 
A Complete Guide of Dubai Freelance Visa and Permit in 2024
A Complete Guide of Dubai Freelance Visa and Permit in 2024A Complete Guide of Dubai Freelance Visa and Permit in 2024
A Complete Guide of Dubai Freelance Visa and Permit in 2024
 
Test Bank For Principles Of Cost Accounting, 17th Edition Edward J. Vander...
Test Bank For Principles Of Cost Accounting, 	  17th Edition Edward J. Vander...Test Bank For Principles Of Cost Accounting, 	  17th Edition Edward J. Vander...
Test Bank For Principles Of Cost Accounting, 17th Edition Edward J. Vander...
 
Girls Call Andheri West 9910780858 Provide Best And Top Girl Service And No1 ...
Girls Call Andheri West 9910780858 Provide Best And Top Girl Service And No1 ...Girls Call Andheri West 9910780858 Provide Best And Top Girl Service And No1 ...
Girls Call Andheri West 9910780858 Provide Best And Top Girl Service And No1 ...
 
New Girls Call Mumbai 9910780858 Provide Best And Top Girl Service And No1 in...
New Girls Call Mumbai 9910780858 Provide Best And Top Girl Service And No1 in...New Girls Call Mumbai 9910780858 Provide Best And Top Girl Service And No1 in...
New Girls Call Mumbai 9910780858 Provide Best And Top Girl Service And No1 in...
 
WAM Corporate Presentation July 2024.pdf
WAM Corporate Presentation July 2024.pdfWAM Corporate Presentation July 2024.pdf
WAM Corporate Presentation July 2024.pdf
 
Benefits of Hiring Gen X Compared to Gen Z and Millennials.pptx
Benefits of Hiring Gen X Compared to Gen Z and Millennials.pptxBenefits of Hiring Gen X Compared to Gen Z and Millennials.pptx
Benefits of Hiring Gen X Compared to Gen Z and Millennials.pptx
 
Girls Call Vashi 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Vashi 9910780858 Provide Best And Top Girl Service And No1 in CityGirls Call Vashi 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Vashi 9910780858 Provide Best And Top Girl Service And No1 in City
 
Cracking the Customer Experience Code.pptx
Cracking the Customer Experience Code.pptxCracking the Customer Experience Code.pptx
Cracking the Customer Experience Code.pptx
 
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in CityGirls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
Girls Call Kharghar 9910780858 Provide Best And Top Girl Service And No1 in City
 
AI and Best Use Cases for Your Personal Life.pptx
AI and Best Use Cases for Your Personal Life.pptxAI and Best Use Cases for Your Personal Life.pptx
AI and Best Use Cases for Your Personal Life.pptx
 
How Do Flange Adapters Work and Why Are They Essential?
How Do Flange Adapters Work and Why Are They Essential?How Do Flange Adapters Work and Why Are They Essential?
How Do Flange Adapters Work and Why Are They Essential?
 

Pharma Personal Selling

  • 2. Preparation for Selling The pre-approach is getting ready for the face-to-face encounter in a selling situation. Sales people prepare by: Studying their PRODUCTS. Keeping abreast of MARKET trends. Researching POTIENTIAL customers.
  • 3. Steps in the Sales Process Professional sales people go through several steps. These steps can change according to the product and the customer in each selling situation.
  • 4. Determining NEEDS APPROACHING the customer PRESENTING the product Overcoming OBJECTIONS CLOSING the call RELATIONSHIP building The Steps of the Sales Process
  • 5. Determining Needs During the determining the need phase the salesperson should learn that what the customer is looking for in a product in order to decide which product to be presented first. The salesperson can determine the needs through observation (nonverbal communication), listening, and questioning.
  • 6. Approaching the Customer Greeting the customer face-to-face. The approach sets the mood or atmosphere for the other steps of the call. The purposes of the approach are: To begin conversation. To establish a relationship with the customer.
  • 7. Presenting the Product During the presentation phase of the call, the salesperson shows the product(s) that matches the customer’s needs. The salesperson should educate the customer about the product’s features and benefits. Effective call presentations include factors such as: Display and handling of the VISUAL AID. Proper COMMUNICATION of the product, INVOLVEMENT of the customer during product presentation.
  • 8. Overcoming Objections Overcoming objections involves learning why the customer is reluctant to prescribe/ purchase, providing information to remove that uncertainty & it will help the customer to make a buying decision. Excuses are insincere reasons for not prescribing or not seeing the salesperson. Objections are concerns, hesitations, doubts, or other honest reasons a customer has for not making a purchase.
  • 9. Four-Step Process for Handling Objections Listen Carefully Acknowledge the customer’s objection Restate the objections Answer the objections
  • 10. Specialized Methods of Handling Objections The Boomerang method brings the objection back to the customer as a selling point. The Question method is a technique in which you question the customer to learn more about the objections. The Superior Point method permits the salesperson to acknowledge objections as valid yet still offset them with other features and benefits of the product. The Denial method is used when the customer’s objection is based on misinformation. The salesperson should provide the customer with proof and accurate information in answer to objections. The Demonstration method is used to let the customer have hands-on information about the product.
  • 11. Closing the Call Closing the call is obtaining positive agreement from the customer to prescribe/purchase. Some guidelines must be followed while closing the call: Use major objections that have been resolved to close the call. Do not present more products when the customer is having little time.
  • 12. Relationship building Relationship in sales involves the strategies businesses use to stay close to their customers. Relationship building occur: With the regular follow-up Designing & implementing activities Interacting with customer's to understand their academic, scientific & allied interests
  • 13. THANK YOU! CHANDAN KUMAR Maximum Impact, Ultimate Reach !