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A day of a TM
Tomorrow work plan should be
planned today evening
CHECK LIST
 (Msl) last visit details of that area
Any query or issues pending in that area
Call planner for the day
Do...
ON THE JOB
Be half an hour before in field
Visit all key chemist of the area

Do rcpa
Solve any stock related issues o...
Pre call planning
 Plan your samples and keep it on upper part of
your bag

Always keep napkin
Always keep spiral side ...
Calling on doctor—The right
approach
Please wait for your turn
• Before entering keep mobile on
silent mode
• Always knock the door before
entering
• Don’t make noise while pulling
the chair

• Never enter into the private space
Of doctor
• To assume right posture while...
• Do proper detailing of our brands
• If doctor asks question , Listen
understand and then reply
• Don’t indulge in loose ...
• cllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
llllllllllllllllllllllllllllllll...
QUERIES/OBJECTIONS






Objections/Queries are expressed as below
Question
Doubt
Comment
Remark
REASONS

 Lack of cl...
Your Approach

Not to ignore/avoid- it is an expression of
Doctors feelings /concern
Opportunity to clarify
Helps to de...
Expressions from Doctors
-Commonly seen
 Acceptance: Doctor agrees with
product benefit - close the call
with confidence ...
Practice SLUSA technique
S top
L isten

U nderstand
S oothe
A nswer
Post call analysis
How did the call go?

What better I would had done?
Was call as per plan?
In next call I should cor...
After work

Update dairy
Update and send Dcr on daily basis
Monitor secondary, primary, closing stock of
your stockist ...
Etiquettes
Always groom your hairs

 Shave at least alternate day

Visit a barber monthly once
Etiquettes
Daily polish your shoes
Weekly once polish your bag
Always wear neat tie

Keep cosmetic kit in bag
During s...
Thank you
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Day of a Medical Representative

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Medical Representative has to follow these Basics to become a thorough Professional.

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Day of a Medical Representative

  1. 1. A day of a TM
  2. 2. Tomorrow work plan should be planned today evening
  3. 3. CHECK LIST  (Msl) last visit details of that area Any query or issues pending in that area Call planner for the day Doctor conversion plan for the day Pob plan for the day Samples or input planning for the day
  4. 4. ON THE JOB Be half an hour before in field Visit all key chemist of the area Do rcpa Solve any stock related issues of chemist Identify new customer through Rcpa
  5. 5. Pre call planning  Plan your samples and keep it on upper part of your bag Always keep napkin Always keep spiral side of your visual aid on upper side of your bag to reduce damage
  6. 6. Calling on doctor—The right approach
  7. 7. Please wait for your turn • Before entering keep mobile on silent mode • Always knock the door before entering
  8. 8. • Don’t make noise while pulling the chair • Never enter into the private space Of doctor • To assume right posture while sitting • Maintain eye contact with the doctor
  9. 9. • Do proper detailing of our brands • If doctor asks question , Listen understand and then reply • Don’t indulge in loose talks
  10. 10. • cllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll MOS’MMMMMMMMMMMMMMMMMMMMM MMMMMMMMMMMMMM MOST IMPORTANT • Do proper sampling • Close the call with commitment for our brands
  11. 11. QUERIES/OBJECTIONS     Objections/Queries are expressed as below Question Doubt Comment Remark REASONS  Lack of clarity/Conviction  Ineffective Detailing (Failure in highlighting the benefits of the product)  Quality concern???
  12. 12. Your Approach Not to ignore/avoid- it is an expression of Doctors feelings /concern Opportunity to clarify Helps to develop rapport with the Doctor
  13. 13. Expressions from Doctors -Commonly seen  Acceptance: Doctor agrees with product benefit - close the call with confidence & gain commitment  Indifference: Doctor shows lack of confidence & feels no benefit to gain from the product- Ask questions to uncover  Doubt : Doctor shows interest but not confident enough-Provide proof using LBL/Scientific information
  14. 14. Practice SLUSA technique S top L isten U nderstand S oothe A nswer
  15. 15. Post call analysis How did the call go? What better I would had done? Was call as per plan? In next call I should correct myself.
  16. 16. After work Update dairy Update and send Dcr on daily basis Monitor secondary, primary, closing stock of your stockist through frequent visit to stockist
  17. 17. Etiquettes Always groom your hairs  Shave at least alternate day Visit a barber monthly once
  18. 18. Etiquettes Daily polish your shoes Weekly once polish your bag Always wear neat tie Keep cosmetic kit in bag During summer
  19. 19. Thank you
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Medical Representative has to follow these Basics to become a thorough Professional.

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