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Day of a Medical Representative
This document outlines the daily plan and best practices for a territory manager (TM). It includes: 1. Checking details from the last area visit, addressing any pending issues, and planning for the day with the planner and doctor conversion targets. 2. Arriving early to field to visit key chemists, conduct retail counter promotion activities (RCPA), and identify new customers. 3. Proper pre-call planning including sample organization and keeping visual aids protected. 4. Best practices for doctor visits including proper etiquette, effective detailing, addressing objections, and closing with commitments.
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Day of a Medical Representative
- 1. A day ofa TM
- 2. Tomorrow work planshould be planned today evening
- 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. ON THE JOB Behalf 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. 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. Calling on doctor—Theright approach
- 7. Please wait foryour turn • Before entering keep mobile on silent mode • Always knock the door before entering
- 8. • Don’t makenoise 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. • Do properdetailing of our brands • If doctor asks question , Listen understand and then reply • Don’t indulge in loose talks
- 10. • cllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll lllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll MOS’MMMMMMMMMMMMMMMMMMMMM MMMMMMMMMMMMMM MOST IMPORTANT • Doproper sampling • Close the call with commitment for our brands
- 11. QUERIES/OBJECTIONS Objections/Queries are expressedas below Question Doubt Comment Remark REASONS Lack of clarity/Conviction Ineffective Detailing (Failure in highlighting the benefits of the product) Quality concern???
- 12. Your Approach Not toignore/avoid- it is an expression of Doctors feelings /concern Opportunity to clarify Helps to develop rapport with the Doctor
- 13. Expressions from Doctors -Commonlyseen 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. Practice SLUSA technique Stop L isten U nderstand S oothe A nswer
- 15. Post call analysis Howdid the call go? What better I would had done? Was call as per plan? In next call I should correct myself.
- 16. After work Update dairy Updateand send Dcr on daily basis Monitor secondary, primary, closing stock of your stockist through frequent visit to stockist
- 17. Etiquettes Always groom yourhairs Shave at least alternate day Visit a barber monthly once
- 18. Etiquettes Daily polish yourshoes Weekly once polish your bag Always wear neat tie Keep cosmetic kit in bag During summer
- 19.