The document outlines essential selling skills and responsibilities for medical representatives, focusing on professionalism and ethical behavior. It details the sales process, including prospecting, territory management, and overcoming objections while emphasizing the importance of building rapport with doctors. Key tools and strategies for effective selling, such as pre-call planning and post-call analysis, are also discussed.

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Professional Basic Selling
Skills
Professional Salesman
Professional Sales call
Prepared by:
SHAHZAD AHMED CHOHAN
MIO

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PROFESSIONAL
Enjoying the given activity as a source of
livelihood or as a career.
-A Professional is....
A Leader
Accountable for their actions
Ethical
Committed
Trusted
Dedicated
positive attitude
And Always Enjoy his Work

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Objectives
• To sharpen the skills, abilities &
behavior in selling for participants in order
to sell better & improve professionalism.

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Our Job Description
-You are Representing your Company.
-Reflecting the Company Image.
-Visiting Doctors concerning your products.
-Build up rapport between you and your doctor.
-Conveying company message to doctors.
-Delivering product features and benefits.
-Convincing doctors by your products.

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Key Responsibilities
Building up your loyal doctors.
Following up the pharmacies in your area.
Maintaining a doctor~pharmacies link.
Monitoring your success through your sales figures.
Keeping contact and follow up the distributors.
Follow up the doctors prescription rate either on
daily or weekly basis.
Open New are to expand your Coverage and Sales.
Keeping your eye on centers and Hospitals that
make bulk sales.
Introducing your products in different area.

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Ideal Medical Representative
APPEARANCE:
Personal (Hair, Nail, Beard and Cloths)
Bag, Visiting Cards
SMILLING:
Healthy Smiling Break the Ice
ENTHUSIASM:
Contagious
Confidence:
Self Confidence------Confidence in the Company & in the Product
The successful salesperson is not a “Good” or “Fast talker” the opposite is
true – he is a good listener.

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Selling Aids & Tools
• Bag
• Pen
• Visiting Card
• Promotional Materials
– Brochures
– Samples
– Gimmicks (gifts)
– Reprints & Documents

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Selling Call Frame
1) Prospecting
2) Territory Managment
3) Pre-Call Planning
4) Opening
5) Probing
6) Closing
7) Handing Objection
8) Post Call Analysis

9. 1) Prospecting
Identify Markets,
Segments,
Competition and
requirements /
needs to be met.
9

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2) Territory Management
• Self Management
• Goal Setting
• Prospecting
• Prospect Classification
• Time Management
• Area Management
• Mark Key Doctors
• Paper Work

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a) Types of Information
• Static . Dynamic
Birth date Prescription habit
Tel # Our market share
Mob # Competition
Potentiality Relation
Attitude Service delivered
Treatment trends Family condition
Gen. need Contract situation

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b) Source of Information
• Previous visit report
• Pharmacy
• Colleagues
• Competition
• Other doctors
• The doctors

13. 3) Pre-Call Planning
• Set and define Call Objectives
• Plan the procedure
• Prepare the Documents
• Prepare the CALL 13

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4) Opening Techniques
• At the beginning of any sales call you want
to establish a comfortable tone that sets
the stage for an open exchange of
information.

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a) Tools to Enhance Attraction
• Smile
• Firm Handshake
• Speak clearly
• Pronounce the
name correctly
• Use the customer
name

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5) Probe?
• Asking question to gather information
• Two types of probes:
• Open & Closed

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a) Open Probe
• Who, Where, What, Why, How, When

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b) Closed Probe
• Limits the customer response to Yes or No

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c) Need And Opportunity
• Need: . Opportunity
Customer want or Customer Problem
desire that can be or dissatisfaction
satisfied by your that could be
products. solved by your
products.

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6) Closing
• You agree with your
customer on appropriate
next steps for moving a
mutually beneficial
decision forward.
• When to close?
The customer signals a
readiness to move ahead
(Buying signals)
The Customer have
accepted the benefits you
described

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7) Objection- Customer
Concern
• You did your call as we discussed
before and you still find that you do not
get your objective comment from the
customer.
• Now you are facing one of the
following situations.
1-Customer in difference
2-Skepticism
3-Misunderstanding
4-Drawbacks

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a) Objections
• An objection is
never something to
be feared of.
• A skillful sales man can
easily turn objection into
opportunity to sell.
• Objections should be
interpreted as request for
additional information.

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b) Why does a Prospect Object
• Fear of wrong decision.
• No enough information.
• No recognition of needs.
• Did not understand
explanation.
• Need reassurance.
• Testing the beliefs of
the salesman.

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c) Overcoming Objections
• You have to develop positive
attitude.
• You must have empathy.
• Don’t argue.
• Don’t attack after overcoming
objections.
• Help them answer their
objections.

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d) Plan for Answering
Objections
• Relax
• Listen actively
• Question for clarification
• Restate the objection
• Evaluate the objection
• Decide the technique to answer
• Answer the objection
• Get commitments
• Try for a close

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1-Customer Indifference
• Sometime you call on customers who do not have
any interest in talking with you because of:
- Satisfies with competitor product or internally
supplies service.
Indifference presents you with a perfect chance to
demonstrate your genuine commitment to helping
medical practitioners to treat patients effectively.

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a) How to Overcome
Indifference?
• Acknowledge the customer’s point
of view.
• Request permission to probe
(limited agenda).
• Probe to create customer
awareness of need.

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2-Skepticism
• The customer is doubting in
your product or organization
has the features or will provide
the benefits you have
highlighted.
• Resolving skepticism:
Acknowledge the concern
Offer relevant proof
Check for acceptance

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3-Misunderstanding
• Customer has a concern b/c he or she
thinks your product or service can not
provide a particular feature or benefit,
when in fact, it can provide that feature
on that benefit
• Resolving
Confirm the need behind the concern
Support the need
Describe relevant features and benefits
Check for acceptance

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4-Drawback
• Every product and organization
has limitations and you can not
always satisfy all of a customer’s
specific needs.
• When a customer has a complete
correct understanding of your
product or organization but is
dissatisfied with the presence or
absence of a feature or benefit.
You are dealing with drawback (a
need you can not satisfy)

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a) Resolving Drawbacks
• Acknowledge the concern
• Refocus on the bigger
picture
• Outweigh the drawbacks
with previously accepted
benefits
• Check for acceptance

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8) Post Call Analysis
• Did I sell
• Did I hold the customer interest
• Did I emphasize benefits
• Did I sensationalize presentation
• Did I watch non-verbal signals
• Did I answer the objections properly
• Did I match the agreement at the right time
• What will be my next call objective

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Basic Strategies for Sales and
Marketing
• Collecting Data
- About field to be covered.
-Geography.
-Traffic.
-Times of visits.
-About your Drs. and specialties in concern.
-No of each key Drs. in each specialty.
-Drs. Behavior and attitude.
-General notes in data collection.
-You have to know your distributors.
-You have to know the discount and bonus
offered by your company for each product.
-You should maintain your product availability
in such pharmacies specially the key one.

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Basic Strategies for Sales and
Marketing
• Prepare yourself for sales calls
-Be sure of medical product knowledge
-Review the objection can be evoked and prepare
yourself to handle
-Practices different product calls with your either
supervisors or friend
-Ensure the way of handling the brochures or promotional
material
• Follow up the result
-Day to day pharmacies feedback if your product
prescribed or not
-Weekly revision of sales figures supplied by
distributors
-Weekly revision for Dr. visits Plan for not visited
doctors
-Analyze your call and visit if you targeting the right
product for each call or not

35. • "The successful always has could change the course of his life overnight."
a number of projects planned, to which he looks forward. Anyone of them-
Mark Caine
• Thanking you 35