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The document discusses common myths and facts about pharmaceutical sales. It addresses myths such as more advertising being better, experience equating to sales success, and slow gradual change being effective. The facts provided are that accountability is lost with too many representatives, selling ability is more important than experience, training needs coaching to be effective, and radical change has been needed for years. The goal is to help pharmaceutical companies understand myths holding them back and develop new business policies to propel growth.
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1) Field managers often visit markets and doctors blindly without clear objectives or plans, making the visits unproductive.
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Greatest pharma myths and facts
The document discusses common myths and facts about pharmaceutical sales. It addresses myths such as more advertising being better, experience equating to sales success, and slow gradual change being effective. The facts provided are that accountability is lost with too many representatives, selling ability is more important than experience, training needs coaching to be effective, and radical change has been needed for years. The goal is to help pharmaceutical companies understand myths holding them back and develop new business policies to propel growth.
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Five exclusively designed modules for Pharma Sales & Marketing People will help the companies to knit a highly motivated sales and marketing team.
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The document discusses the importance of sales skills and methodology. It states that developing professional sales skills requires extensive training of 14 weeks plus annual updates. It also outlines the various stages of the client buying process and sales process, and provides guidance on key sales skills like call planning, questioning techniques, handling objections, and closing the sale. The document emphasizes that sales skills are not innate and require time, practice, and training to master.
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1) Field managers often visit markets and doctors blindly without clear objectives or plans, making the visits unproductive.
2) To make visits more productive, field managers should do pre-visit research to identify top prescribing doctors, growing doctors, and doctors prescribing competitors' products.
3) Field managers should also check for distribution problems, set clear visit objectives, and analyze how well the objectives were met after the visit.
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Ppt.file
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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.
Pharmaceutical selling skills m.youssef
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.
Resources
Several issues have arisen at a salon that need to be addressed:
1) Clients are avoiding one therapist - collect feedback from clients and the therapist to understand the issue before meeting with the therapist.
2) Stock levels of retail items are lower than expected - review stock areas and controls, and check for patterns across practices.
3) A cleansing cream is smelling unpleasant - check sell by dates and storage conditions, and contact the supplier if needed.
4) Client numbers dropped in January-March - hold a team meeting to discuss marketing and promotions, and consider changes to increase new clients.
5) Therapists did not meet productivity targets - review the targets and discuss in
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This document introduces training modules for the sales and marketing team of a pharmaceutical company. It aims to address common behavioral, technical, and clinical problems faced by first line field forces and managers. The training will consist of 5 modules to help overcome these issues. Module 1 focuses on team management and motivation. Module 2 addresses inhibitions. Module 3 develops a positive attitude and self-esteem. Module 4 enhances technical selling skills. Module 5 improves communication skills for interactions inside clinics. The overall training philosophy is to enhance proficiency, communication, leadership, and teamwork among the field force. Details are provided on the trainer and his background in pharmaceutical sales, marketing, training and publishing articles on related topics.
Ml0011 buying and merchandising
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
“ help.mbaassignments@gmail.com ”
or
Call us at : 08263069601
(Prefer mailing. Call in emergency )
Introduction to marketing
First of all, we welcome you to this course. Different people with different objectives
would opt to learn marketing. However, marketing, as you will soon see, is important
whether you are in the marketing function or any other function of a business.Besides, marketing is a very exciting field. It requires creativity for success. Thus,you have embarked on the study of an exciting subject, which can also increase your
creativity.
This course has been designed primarily to develop your awareness of the marketingorientation.
It
is assumed
that such knowledge
about marketing
decisions
and
processes
will
not only
improve
your
personal
competence
but
will also help in
attaining
your
organisations'
objectives.
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Sales ppt training and develop in pharma industry
The document discusses training methods and processes for salespeople at SJ&G Pharmaceuticals. It states that the most important part of a salesperson's job is listening, not talking. It then outlines SJ&G's hiring process, including job analysis, descriptions, recruiting, screening, interviewing, and making job offers. The document details training methods like in-house, on-the-job, and in-field training, focusing on skills and product training. It notes that SJ&G spends 1-2% of its total sales budget on training and development.
Customer Satisfaction – Definition, Methods of Measuring Customer Satisfactions
This document discusses customer satisfaction and methods for measuring it. It defines customer satisfaction as how a customer feels after comparing a product or service's performance to their expectations. The document then describes six common methods for measuring customer satisfaction: customer feedback surveys, customer satisfaction scores, net promoter scores, customer effort scores, web analytics, and social media metrics. It emphasizes that gathering feedback directly from customers through surveys is an essential method for accurately understanding satisfaction.
Secrets of a successful medical promotion officer
The document outlines 10 secrets of a successful medical promotion officer. The secrets include strictly following promotion strategies such as doctor visit schedules, call norms, and sampling campaigns. It also emphasizes growing the prescriber base, booking personal orders daily, reviewing sales metrics, and earning incentive amounts through good performance rather than expense padding. The overall goal is to achieve promotion targets each month through effective implementation of promotion plans.
Pharmaceutical Sales Skills
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.
Ppt.file
Sajan Kumar submitted a presentation on marketing research to the CEO of XYZ Company. The presentation covered topics such as the introduction and objectives of marketing research, the marketing research process, functions and importance of marketing research, different types of marketing research methods, features and limitations of marketing research. The objectives of marketing research included identifying customer responses, needs, and problems to help companies introduce new products and improve existing ones.
Pharma/Medical Represnative training
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.
Building strong customer relationship
Building strong customer relationships requires focusing on post-sale follow up and customer retention, not just attracting new customers with a one-time sale. Businesses should establish long-term relationships by collecting feedback after the sale through calls, emails, and going beyond just fulfilling the initial order. Maintaining contact helps solve customer problems and keeps them satisfied, while retaining existing customers is more profitable than acquiring new ones. The key is treating customers like family.
Steps to powerful pharmaceutical brands
This document discusses how to build powerful pharmaceutical brands. It outlines five key measures of a brand's power: clarity, distinctiveness, leadership, awareness, and familiarity. A powerful brand forms an emotional bond with doctors by coming to mind as a friend that can be relied on to help patients. While rational attributes like efficacy matter, emotional relationships where the brand is close to doctors' hearts drive prescribing. The document also categorizes different types of pharmaceutical brands and explains why some brands fail to meet their potential, such as by not generating enough awareness or having an inconsistent image.
Sales
The document provides tips and techniques for developing excellent selling skills. It discusses focusing on customer needs rather than just products, the 7 steps of a sale including planning, presentation, handling objections, and follow up. It also provides tips for successful prospecting including daily prospecting with focus, being prepared, using scripts, and setting appointments rather than selling over the phone. Objection handling techniques include using feel/felt/found and agreeing/adding/explaining. Tips for successful selling include making a good initial impression, helping customers meet needs, and being enthusiastic about products.
Professional selling skills
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.
Services Marketing
Relationship marketing is a strategy that focuses on establishing and maintaining long-term relationships with customers rather than individual transactions. It involves understanding customer needs through their lifestyles and offering appropriate products and services. Relationship marketing aims to create value for both customers and the company through consistently delivering high quality, good service, and fair prices. Maintaining good relationships with customers leads to increased customer retention, loyalty, and referrals which are beneficial for business.
Pharmaceutical selling skills
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.
Consultative selling
Consultative selling is a customer-centric sales approach that focuses on understanding customer needs and collaborating to find the best solution, rather than simply trying to make a sale. It involves taking responsibility to ensure the solution works for the customer through implementation support. The consultative selling process involves understanding the customer's business and problems, designing a customized solution, presenting the solution, and building a long-term relationship through ensuring product/service performance and quality after-sales service. Consultative selling requires thorough preparation, strong communication and problem-solving skills from salespeople.
Professional Selling Syllubus ( course module)
This document outlines a professional selling course that is 45 hours and aims to provide students with a solid understanding of fundamentals of selling and developing skills to become a top salesperson. The course will teach students about the relationship between marketing and sales, traits of professional salespeople, the selling process, understanding customers, and techniques like overcoming objections and closing sales. It will use interactive teaching methods like discussions, case studies, group projects and role-plays. Students will analyze a case study, complete a sales plan project in groups, and take a final written exam. Their grade will be based on attendance, participation, the case study, project, and exam.
Sales Call
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.
Pharmaceutical selling skills m.youssef
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.
Resources
Several issues have arisen at a salon that need to be addressed:
1) Clients are avoiding one therapist - collect feedback from clients and the therapist to understand the issue before meeting with the therapist.
2) Stock levels of retail items are lower than expected - review stock areas and controls, and check for patterns across practices.
3) A cleansing cream is smelling unpleasant - check sell by dates and storage conditions, and contact the supplier if needed.
4) Client numbers dropped in January-March - hold a team meeting to discuss marketing and promotions, and consider changes to increase new clients.
5) Therapists did not meet productivity targets - review the targets and discuss in
Field Visit Management
Field visit management provides value from the perspectives of the district manager, company, and sales representative. For the district manager, field visits allow them to diagnose development needs, observe performance, and provide coaching support. For the company, field visits provide feedback on resource allocation and market dynamics. For the representative, field visits offer support, assistance with doctors, and an opportunity to share ideas. Effective field visit management involves preparation such as determining objectives, managing visit distribution, and preparing representatives. Carrying out visits includes reviewing plans, observing behavior, providing feedback, coaching, and summarizing the day.
Internal Social Marketing
Social marketing (the marketing of social change) has four decades of experience in bringing about systematic and systemic change in the broader society. Marketing’s role as a means for understanding the individual, their needs, world views and barriers to change can be used equally effectively within the organisation (as well as without an organisation). This paper overviews a set of the key models for managing the social change process from the macro-level through to understanding and addressing the individual’s needs for during periods of change.
Training_Brochure
This document introduces training modules for the sales and marketing team of a pharmaceutical company. It aims to address common behavioral, technical, and clinical problems faced by first line field forces and managers. The training will consist of 5 modules to help overcome these issues. Module 1 focuses on team management and motivation. Module 2 addresses inhibitions. Module 3 develops a positive attitude and self-esteem. Module 4 enhances technical selling skills. Module 5 improves communication skills for interactions inside clinics. The overall training philosophy is to enhance proficiency, communication, leadership, and teamwork among the field force. Details are provided on the trainer and his background in pharmaceutical sales, marketing, training and publishing articles on related topics.
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Similar to Sample elective – risk management
Ml0011 buying and merchandising
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
“ help.mbaassignments@gmail.com ”
or
Call us at : 08263069601
(Prefer mailing. Call in emergency )
Introduction to marketing
First of all, we welcome you to this course. Different people with different objectives
would opt to learn marketing. However, marketing, as you will soon see, is important
whether you are in the marketing function or any other function of a business.Besides, marketing is a very exciting field. It requires creativity for success. Thus,you have embarked on the study of an exciting subject, which can also increase your
creativity.
This course has been designed primarily to develop your awareness of the marketingorientation.
It
is assumed
that such knowledge
about marketing
decisions
and
processes
will
not only
improve
your
personal
competence
but
will also help in
attaining
your
organisations'
objectives.
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3. Learning and conditioning affect preferences as consumers learn about product experiences over time which can change their beliefs. Marketers provide information to change prior perceptions.
4. Attitudes and beliefs also guide choices as consumers are drawn to brands that align with their values. Marketers position products to associate with positive traits.
8 psychological fields 2015
The document discusses key factors that influence consumer behavior from a psychological perspective:
1. Motivation and needs drive consumer purchasing behavior as people seek to fulfill basic needs and wants. Marketers can position products as meeting these underlying needs.
2. Perception, attention, memory, and beliefs shape how consumers view products and brands. Marketers employ tactics like humor and repetition to gain attention and influence perceptions.
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Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
help.mbaassignments@gmail.com
or
call us at : 08263069601
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This document provides information about getting fully solved assignments for the Marketing for Managers course. Students should send their semester and specialization name to the provided email address or call the given phone number to receive solved assignments. The assignment covers all blocks and topics discussed in the course. It must be submitted before April 30th, 2014 to the study center coordinator. The assignment contains questions about key marketing concepts like the differences between marketing and selling, importance of consumer behavior knowledge, elements of the marketing mix for services, role of marketing research and organization in achieving objectives, stages of buyer decision process, reasons for new product development, and benefits and limitations of segmentation, targeting, and positioning strategies.
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ISMM Winning Edge - Why not experiement
Competitive advantage comes from doing things differently and better than competitors through increased market share and growth. Sustainable competitive advantage relies on attributes that are difficult to copy, such as creativity and innovation from employees. Recently, applied behavioral economics has gained attention from businesses as a way to achieve predictable revenue growth by understanding human behavior in buying and selling. Experimentation within sales organizations can provide sustainable competitive advantage but is underutilized due to rigid thinking and short-term goals; conducting controlled experiments with clear objectives can help sales organizations improve performance.
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Marketing involves identifying and satisfying customer needs profitably. It encompasses the 7Ps - product, price, place, promotion, people, process, and physical evidence. Developing an effective marketing strategy requires understanding customers and coordinating the 7Ps through a planning process. The strategy is then implemented through a specific action plan that is constantly revised based on ongoing research and progress.
Sales management
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How to make effective sales incentive programs?
The document provides guidance on creating effective sales incentive programs. It outlines three key principles: 1) incentive programs should create a perception of unlimited income potential and be easy for salespeople to earn, 2) programs should not negatively impact company profits, and 3) programs need to be clearly understood and motivating for salespeople. The document advises conducting research with salespeople to understand their views of "unlimited" income and ease of earning incentives. It also recommends linking incentives to account receivables and payments to ensure profits are not harmed. Regular communication is important to ensure salespeople understand and are motivated by the programs.
Marketing mgmt
This document provides an overview of key marketing concepts. It defines marketing as a social process involving the exchange of goods and services to satisfy needs and wants. The core concepts discussed include needs, wants and demand, products and services, customer value, exchange and relationships. It also distinguishes between selling and marketing, and describes the marketing concept orientation which focuses on customer needs rather than production. Key elements of the marketing environment, including internal factors like staff and resources, and micro factors like customers and suppliers, are also summarized.
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Sample elective – risk management
- 1. Dear students get fully solved assignments Send your semester & Specialization name to our mail id : help.mbaassignments@gmail.com or call us at : 08263069601 Case Study Project Total Marks: 50 Elective – Risk Management Question. 1.“Assessing buying behaviour is never simple, yet understanding it is the essential task of marketing management.” Why assessing buyer behaviour is not simple ? As a marketer, what would you do to assess the buyer behaviour?(take any eg.for your case study like BIG BAZAR or MORE) Answer:Buyer behaviour may be defined as the activities and decision processes involved in choosingbetweenalternatives,procuringandusingproductsor services. It is sometimes suggested that buyerbehaviourisonlyof interest to marketers because they wish to influence and change it. Such a statement invariably raises the question as to whether marketing is an ethical profession. Intuitively,itseemswrongthatanyorganisationshouldseektomanipulate people's behaviour. The truth is that marketing may promote a given product, service or practice but unless the target audience perceives that product, service or practice to be relevant to their needs then they will nevertryit. Moreover,unlesstheirfirsttime trial of the product,service or practice is positive, they will nottry ita secondtime.The purpose of studyingbuyerbehaviouristobettermeet the needs of customers.Onlybydoingsowill the marketingenterprisecontinuallyandconsistently meet its own needs. The consumer behaviour or buyer behaviour is influenced by several factors or forces. They are: 1. Internal or Psychological factors 2. Social factors 3. Cultural factors 4. Economic factors 5. Personal factors! Dear students get fully solved assignments Send your semester & Specialization name to our mail id : help.mbaassignments@gmail.com or call us at : 08263069601