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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.
In this document
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Introduction to the presentation and an outline of key contents, including processes and exercises.
Discussion on the differences between MNC pharma companies and the current organization, including shared marketing tools and gaps.
Description of the flow processes in marketing activities including inputs, call preparation, and campaign planning.
Details on the actions during calls, including opening, detailing, input distribution, and closing techniques.
Focus on analyzing call effectiveness and feedback mechanisms for continuous improvement.
Details on post-call processes, ensuring product availability, reporting, and self-initiatives.
Discussion on incentives and empowering the team, comparing to larger pharma companies.
Encouragement for teamwork and collaboration to achieve goals collectively.
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- 1.
- 2. Contents 1. The Flow 2.On Call Process Exercise Action Analysis 3. Off Call Process
- 3. Let’s Start thispresentation with What is difference between MNC Pharma companies and WE?
- 4. We all usesame marketing tools for Promotion like Print inputs, Gifts, CMEs, Schemes, CRM, Activity/Campaigns, Incentives So, What are we lacking?
- 5.
- 6. • 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
- 7.
- 8. RCPA • Doctor Survey •Product Survey • Competitor’s data • Personal relation
- 9. The Matrix • RightDoctor-Right Product • Right Product-Right Doctor • Product Priority • Frequency of Visit
- 10.
- 11. • Daily callplanning • Bag preparation • Pre call planning • Joint working planning • Activity/Campaign Planning
- 12.
- 13. 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
- 14. Detailing Detail Focus Product First InformUSP Hit the Focus Point Maintain the Integrity
- 15. Re-Emphasize • Reminding current Rxing brand •Maximum brand name exposure
- 16. Input Distribution • CustomerIdentification • Follow guidelines by HO • Input distribution for detailed product only • Separate inputs for retailer • Consult Manager for help
- 17. Closing the Call •Demand for Prescription firmly • Ask/Inform the availability • Thanks Giving • Feedback • Scientific Discussion
- 18.
- 19. Call Analysis • Doctor’sinterest • Query raised • Feedback • Effectiveness of Input • Pre call plan implementation • RCPA correction • Self analysis
- 20.
- 21. Ensuring Product Availability TimelyReporting 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
- 22.
- 23. They may bePharma Giants
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- 25. So, Lets Notbe a Sales Man But A Brand Man A Professional & A Regional Leader
- 26. Lets Do ItTogether as a TEAM ………..