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Lets Fly High:
Contents
1. The Flow
2. On Call Process
 Exercise
 Action
 Analysis
3. Off Call Process
Let’s Start this presentation with
What is difference between MNC
Pharma companies and WE?
We all use same marketing
tools for Promotion like
Print inputs, Gifts, CMEs,
Schemes, CRM,
Activity/Campaigns, Incentives
So, What are we lacking?
The Flow
• Print Inputs
• Gifts
• PMT support
• Scientific support
• Salaries & wedges
• Incentives &
Promotion
• Training , Meeting &
Guidance/strategies
HO
• Doctor/Chemist
Call
• Doctor selection
• In clinic
performance
• Relations/Brandi
ng
• Follow up
• Implementation
• Feedback
• Misc
Field • Product &
Selection
• Promotion
• Doctor type
• CRM
• CME
• Schemes/Offers
• Regularity
• Misc
Customer
Exercise
RCPA
• Doctor Survey
• Product Survey
• Competitor’s data
• Personal relation
The Matrix
• Right Doctor-Right Product
• Right Product-Right Doctor
• Product Priority
• Frequency of Visit
Preparation & Planning
• Daily call planning
• Bag preparation
• Pre call planning
• Joint working planning
• Activity/Campaign Planning
Action
Lights, Camera &
Opening the Call
• Greetings
• Introduction- Self/Manager/Division/Company
• Social Interaction
• First impression is last impression- Clarity of
voice, accent, language, voice modulation, eye contact, body
language
Detailing
Detail Focus Product
First
Inform USP
Hit the Focus Point
Maintain the Integrity
Re-Emphasize
• Reminding
current Rxing
brand
• Maximum brand
name exposure
Input Distribution
• Customer Identification
• Follow guidelines by HO
• Input distribution for detailed product only
• Separate inputs for retailer
• Consult Manager for help
Closing the Call
• Demand for Prescription firmly
• Ask/Inform the availability
• Thanks Giving
• Feedback
• Scientific Discussion
Analysis
Call Analysis
• Doctor’s interest
• Query raised
• Feedback
• Effectiveness of Input
• Pre call plan implementation
• RCPA correction
• Self analysis
Off call Process/Follow up
Ensuring Product Availability
Timely Reporting
Sales Closing Management
Inventory Management
Feedback to HO (New product Launch, Competitor Details, Dr Query,
Campaign/Activity Feedback, Format filling)
Self Initiative
Manager Co-operation
Incentives
They may be Pharma Giants
But
We are also
Roaring Lions
So, Lets Not be a Sales Man
But
A Brand Man
A Professional &
A Regional Leader
Lets Do It Together as a
TEAM ………..
Pharma/Medical Represnative training

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