Medical representative day

A Medical Representative Working Day and Etiquette.

1. 29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
1

2. A DAY OF A (MR)
29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
2

3. TOMORROW WORK PLAN SHOULD
BE PLANNED TODAY EVENING
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
3

4. CHECKLIST
(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
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Doctor conversion plan for the day
Pob plan for the day
Samples or input planning for the day
4

5. ON THE JOB
Be half an hour before in field
Visit all key chemist of the area
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Do RCPA
Solve any stock related issues of chemist
Identify new customer through RCPA
5

6. PRE CALL PLANNING
Plan your samples and keep it
on upper part of your bag
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Always keep napkin
Always keep spiral side of your
visual aid on upper side of your
bag to reduce damage
6

7. CALLING ON DOCTOR
THE RIGHT APPROACH
29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
7

8. CALLING ON DOCTOR
Please wait for your
Before entering keep mobile on
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Before entering keep mobile on
silent mode
Always knock the door before
entering
8

9. CALLING ON DOCTOR
Don’t make noise while pulling the
chair
Never enter into the private space Of
doctor
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
doctor
To assume right posture while sitting
Maintain eye contact with the doctor
9

10. CALLING ON DOCTOR
Do proper detailing of our
brands
If doctor asks question , Listen
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
If doctor asks question , Listen
understand and then reply
Don’t indulge in loose talks
10

11. MOST IMPORTANT
Do proper sampling
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Close the call with
commitment for our
brands
11

12. QUERIES/OBJECTIONS
29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
Objections/Queries are expressed as below
Question
Doubt
Comment
Remark
12
Remark
REASONSREASONS
Lack of clarity/Conviction
Ineffective Detailing
(Failure in highlighting the benefits of the product)
Quality concern???

13. YOUR APPROACH
Not to ignore/avoid-it is an expression of
Doctors feelings /concern
Opportunity to clarify
Helps to develop rapport with the Doctor
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
13

14. EXPRESSIONS FROM DOCTORS
COMMONLY SEEN
Acceptance: Doctor agrees with
product benefit -close the call
with confidence & gain
commitment
Indifference: Doctor shows lack
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
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

15. PRACTICE SLUSA TECHNIQUE
Stop
Listen
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Understand
Soothe
Answer
15

16. POST CALL ANALYSIS
How did the call go?
What better I would had done?
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Was call as per plan?
In next call I should correct myself.
16

17. AFTER WORK
Update diary
Update DCR on daily basis
Monitor secondary, primary, closing stock of your
stockiest through frequent visit to stockiest
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
17

18. ETIQUETTES
Always groom your hairs
Shave at least alternate day
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Shave at least alternate day
Visit a barber monthly once
18

19. ETIQUETTES
Daily polish your shoes
Weekly once polish your bag
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Weekly once polish your bag
Always wear neat tie
19

20. 29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
THANK YOU
20
THANK YOU