Day of a Medical Representative
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Transcript of Day of a Medical Representative
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A day of a TM
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Tomorrow work plan should be planned today evening
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CHECK LIST (Msl) last visit details of that areaAny query or issues pending in that areaCall planner for the dayDoctor conversion plan for the dayPob plan for the daySamples or input planning for the day
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ON THE JOB
Be half an hour before in field
Visit all key chemist of the area
Do rcpaSolve any stock related issues of chemistIdentify new customer through Rcpa
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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
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Calling on doctor—The right approach
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Please wait for your turn
• Before entering keep mobile on silent mode
• Always knock the door before entering
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• 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
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• Do proper detailing of our brands
• If doctor asks question , Listen understand and then reply
• Don’t indulge in loose talks
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• clllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllMOS’MMMMMMMMMMMMMMMMMMMMMMMMMMMM
MMMMMMM MOST IMPORTANT• Do proper sampling • Close the call with commitment for our brands
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QUERIES/OBJECTIONSObjections/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???
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Your Approach
Not to ignore/avoid- it is an expression of Doctors feelings /concern
Opportunity to clarifyHelps to develop rapport with the Doctor
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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
Expressions from Doctors-Commonly seen
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Practice SLUSA techniqueS top
L isten
U nderstand
S oothe
A nswer
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Post call analysisHow did the call go?
What better I would had done?
Was call as per plan?
In next call I should correct myself.
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After work
Update dairyUpdate and send Dcr on daily basisMonitor secondary, primary, closing stock of
your stockist through frequent visit to stockist
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Etiquettes
Always groom your hairs
Shave at least alternate day
Visit a barber monthly once
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EtiquettesDaily polish your shoes
Weekly once polish your bag
Always wear neat tie
Keep cosmetic kit in bagDuring summer
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Thank you