The right stuff’ for more productive
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Transcript of The right stuff’ for more productive
![Page 1: The right stuff’ for more productive](https://reader033.fdocuments.us/reader033/viewer/2022060110/555e8e33d8b42abd468b584e/html5/thumbnails/1.jpg)
‘The Right Stuff’
for More Productive Selling
in Pharma Business
Presented By
Masum ChowdhuryManager, SBMD
Asiatic Laboratories Ltd.
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• Right Customers: Segmenting physicians in such a way that is actionable and prioritizes true opportunities.
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• Right Frequency: Finding how open each physician segment should be contacted and through what channels.
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• Right Message: Choosing which message best matches the individual priorities of the physicians.
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• Right Size: Identifying how many sales reps
are truly needed.
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• Right Deployment: Appropriately setting up
territories to support this sales model.
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• Right Training: Shifting the focus to the
quality of the relationship.
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• Right Tools: Keeping the sales Rep focus
on selling and not reporting.
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• Right Motivation: Setting the metrics and
compensation to support the right behaviors.
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• Right Targeting: Proper and precise targeting of doctors becomes a prime importance for the companies to sustain their growth
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Thanks
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Prepared ByMasum Chowdhury
Manager, Strategic Brand Management Department
Asiatic Laboratories [email protected], +880-0171-7642874