skills template.pptx for career development

Skills template

1. Role & Responsibilities

2. Role is set of expected Behaviors Responsibility is actionable (Action points) to live a specific Role Role Responsibility

3. Data Manager Strategy Implementer Roles of TSO Sales & Market Developer Customer Service Manager

4. Roles of TSO Sales & Market developer Achieving and surpassing Monthly/Quarterly /yearly sales budget.(Primary/Secondary) Proper customer selection. Ensuring Product prospect matching. Dr conversion & Rx generation All Dr in the list should Rx our brand. Rxer should Rx more number of brand. Finding new potential market and new Dr conversion POB from retailers consuming Drs & institutions Launching and establishing new brands.

5. Roles of TSO Customer Service Manager Dr: Meeting all Dr in right frequency as per strategy. Understanding customers’ need. Good product knowledge and resolving query in time. Chemist: Ensuring new product availability Informing about the schemes. Breakage expiry settlement. Stockist : Ensuring product availability and inventory and timely payment Breakage expiry settlement. Upholding the image of Glenmark

6. Roles of TSO Strategy Implementer Knowledge about the strategy. Detailing as per the detailing guideline Distribution of input as per the allocation and within the timeline. Implementing all strategies like campaign, inputs, conducting CME & Dr meet. Ensuring the coverage and compliance as per the company’s strategy( Dr call/Call average/Coverage/missed call )

7. Roles of TSO Data Manager Entering the daily/monthly reports in time through G-Force . Right RCPA SSS submission in time. Keeping all sales records in record book. Travel expenses Sending Market feedbacks to line manager and PMT from time to time.

8. Customer Service Manager Doctor: Meeting all Dr in right frequency as per strategy. Understanding customers’ need. Good product knowledge and resolving query in time. Chemist: Ensuring new product availability Informing about the schemes. Breakage expiry settlement. Stockist : Ensuring product availability and inventory and timely payment Breakage expiry settlement. Data Manager Entering the daily/monthly reports in time through G-Force . Right RCPA SSS submission in time. Keeping all sales records in record book. Market Reports. Travel expenses Sending Market feedbacks to line manager and PMT from time to time. Sales & Market Developer Achieving and surpassing Monthly/Quarterly/Yearly sales budget.(Primary/Secondary) Proper customer selection. Ensuring Product prospect matching. Dr conversion & Rx generation All Dr in the list should Rx our brand. Prescriber should Rx more number of brand. Finding new potential market and new Dr conversion Booking orders from retailers consuming Drs & institutions Launching and establishing new brands. Strategy Implementer Knowledge about the strategy. Detailing as per the detailing guideline Distribution of input as per the allocation and within the timeline. Implementing all strategies like campaign, inputs, conducting CME & Dr meet. Ensuring the coverage and compliance as per the company’s strategy( Dr call/Call average/Coverage/missed call) TSO Role & Responsibilities of FSO/TM/TBM

9. Grooming & Etiquettes

10. Accessories Socks: Black or color should match with trousers. Should be washed every day. Use antifungal powder to avoid bad odor. No rat holes. No white socks. Shoes: Good quality formal shoes. Black or brown colors. Prefer slip-ons. Should be polished every day. Avoid casual/sports shoes. Tie: Printed or Striped. Should match with the dress. Knot should be perfect triangle. Should touch the buckle of the belt. Avoid ‘cartoon prints’. Shirt: Formal ,Light shades, Pin /Pencil stripe, small checks. No large stripe/Checks/Printed shirt/No black shirt. Should be washed and ironed. Hair: suitable, Timely & Proper Haircut, Trousers : Preferably Dark shades(black/blue/brown). Belt: Color should match with shoes. No flashy buckle. Face: Daily shaving or trimming. Use mild perfume or deodorant. Choose Men’s product Brush twice. Beware of bad breath. Avoid smoking before Dr call. Cut and clean your nails regularly Should fit well if metal strap. Watch should not be flashy. Use clean and light colored handkerchief. Clean and take care of your working bag. Personal Grooming - Men

11. Dress: Salwar kameez or formal Shirt/Trousers. Preferably choose small prints or self colors. Avoid plunging necklines, sleeveless and tight fitting clothes. Keep it simple and appropriate for the day’s work. Wearing no makeup at all is almost as bad as wearing too much makeup. Shoes: You may wear a pair with smaller heels or a flat pair. Stick with a black/brown pair. Be sure your shoes are polished and that your heels are intact. Do not wear colorful sandals. Do not wear colorful/WHITE sandals. If you are carrying an additional bag, preferably, carry a black or a brown one. Wear stubs or small rings . Do not wear hoops or dangling earrings. You may wear either a bracelet or a bangle. Avoid both together. No chunky bracelets or too many bangles. Hair Style : Should be neat, conservative & preferably off the face. Hair coloring should not be shocking or unusual. Hair sprays with strong scent or odor should be avoided Oral care. Brush twice. Beware of bad breath Nails should be clean, trimmed or sculpted. Avoid using unusual or shocking nail colors . You may wear thin chains with small lockets. Should wear a nice, conservative wrist watch A subtle fragrance is pleasing to the senses more than an overwhelming one . Grooming - Women Accessories

12. Professional/In Clinic Etiquettes Introduction Seek permission In Meeting Cell phone Shake hand Table manners Inside Dr’s chamber Introduce yourself and your seniors in joint field work. FSO: Dr Both are from Integrace a division of Glenmark…meet my colleague Mr. Suraj Always ask the people whose item you want to use ….pen, water bottle , newspaper, book, magazine etc. say sorry if you cough, sneeze or burp. Don’t talk abruptly….raise your hand wait for your turn. Listen to others. Don’t interrupt while others are talking. Exhibit professional body language. Don’t slouch on chairs. Always should be in the silent/vibrate mode..be it Meeting, Dr call, Chemist call. Don’t receive any call in meeting/Dr’s Chamber/Chemist. Should be gentle and should last for few second. Should not be bone crusher. Shake hand with Dr only when She/He initiates. Take small quantity each time. Give chance to others. Don’t waste food. Ensure your table is neat and clean. Be seated in waiting room patiently & in a decent manner. Don’t put bag on patient’s sitting place . Don’t put samples on Rx pad . Don’t check’s doctor’s Rx . Put chair at its original place.

13. Please  – Any time you ask for something, it's always a good idea to add this word to soften the request. You're welcome  – When someone says, "Thank you," your instant response should be, "You're welcome," Another way to express the same thought is, "I was happy to do it," or, "My pleasure." Thank you  – When someone does something nice for you ,you should always say, "Thank you." May I  – The phrase "may I" puts you on the same side as the person you are speaking to. Excuse me  – This is an acknowledgment that you are asking forgiveness for leaving the table, coughing, or otherwise disrupting something you are engaged in. Pardon me  – This phrase is interchangeable with "excuse me." Pardon me sounds more formal. I'm sorry  –  When you make a mistake , hurt someone's feelings, or do something that you know you shouldn't have done, saying, "I'm sorry," is always the first thing you should say to convey that you regret. No problem   Yep, yeah, and nope  – use "yes" and "no." Any offensive words   Avoid using words like: Use magic words like

14. Selling Skills

15. What When Day Planning Doctor Coverage list Bag planning In the morning or Previous night Retailing :Retail Chemist Prescription Audit Before each of the Doctor call Doctor Call Opening & Rapport Building Detailing – Presenting USP’s Closing In Clinic Post Call Analysis After each Doctor Call Stockiest /Distributor Visit- Check inventory status Preferably in between the Dr calls /when there is a decent gap Report Writing At the end of the day Sales Call Preparation:

16. Retailing

17. Retailing Chemist is very important customer who can make and break your business. Source of all information Chemist first ……..then Dr call. Relationship with chemist the key to success. Activities that we do in the chemist counter like…… Relationship Building POB Service Providing RCPA

18. Relationship Building Chemist is a businessman. He will give time only when he realizes that, we are there to help him grow. Start the call with a positive note. Greet him/her Call him by his name Meet him when he is free.

19. Ask if he has any issue, breakage, expiry, non-moving stock. Inform him about the schemes and offers. Inform about your new brand…..use VAF. Write new brands in retailer’s ‘Short Book’ . Service Providing

20. R etail C hemist P rescription A udit. Chemist first then Dr call. Relationship with chemist plays an important role here. Survey : Keeps us updated on what is happening in the market. Whether the Dr, we meet has started contributing? Whether the Dr is still prescribing our brand? What are the molecules and brands the Dr is currently prescribing? FSO: Which Dr’s Rx are you getting regularly? FSO: Is Zathrincoming daily or weekly? FSO: What are the brands of Azithromycin Dr Shankar is prescribing FSO: Is Dr Shankar prescribing Zathrin also? FSO: How many Rx ,are you getting daily? Retailer: Dr Shankar Retailer: Zathrin , ATM, …….etc Retailer: Daily Retailer: 4-5 Rx daily Retailer: Yes FSO: Are you getting daily or weekly? Retailer: Rarely FSO: How many Rx of Zathrin are you getting in a month? Retailer: 1-2 Rxs RCPA

21. P ersonal O rder B ooking. Can add volume to secondary sales. Attempt every time Check the inventory &Cover all the products Use VAF & order book Try to increase the quantity however, accept the smallest order. Use the ‘Two positive option’ POB

22. FSO : Rajesh can I send 2 boxes of _____ or 1 box will be alright for this week? *** (Two positive options) Step-1 FSO: if you buy 2 boxes you can avail a gift..(name of the gift) Use schemes here. Step-2 Chemist: No…No…send only one box Chemist: Ok..send 2 boxes Chemist: I don’t need any stock at this moment..as I have enough stock FSO: Ok let me take an advance order then. I will supply by next Monday. Step-3 Chemist: Ok..Go ahead If yes If No FSO: Which stockiest do you want to get it supplied from? (Use Order PAD) The steps of taking POB

23. Stand in a corner without disturbing the customers Use your VAF Visit at Chemist’s preferred time Ask only relevant questions. Do’s Do not ask more than 2 brands in busy hours. Do not play around with the articles on his table. Let him deal with his customers first. Never communicate the schemes in front of patients. Do not place you bag on table. Don’t criticize Dr in front of chemist. Don’t make false commitments No personal call on mobile Dont’s

24. In-clinic communication The ____________way

25. Introduction Step-1 Opening Step-2 Detailing & Discussion Step-3 Closing Step-4 In clinic communication steps

26. Introduction Good Morning Dr…My name is …….. And I represent ___________ division of ____________. A new way for a new world Opening Thank you for your time doctor, I have recently joined _________ and I shall be responsible to support and serve you. May I please detail my brand? Detailing & Discussion Detail your brand with VA and LBLs Closing Reinforce the benefits: Dr Gelusil significantly reduces acidity Rx Demand: Considering the benefits of ( Gelusil ), We look forward to your support for the brand ( Gelusil ) and Goapptiv . Thank you for your time today, have a nice day!   First few Visits

27. Detailing is the most effective and chief mode of communication in Pharmaceutical sales. Creates an Audio Visual effect. Two types of detailing: Verbatim & Situational and short detailing Text Verbatim Understanding of text Pronunciation Voice Modulation Punch Tone Pause Pointer & VA handling Must Simple pen(No Company gift) Move gently on VA in ‘L’ way. Positioning of the VA is important Body language Start with a smile Eye contact Upright sitting position Open posture Art of Detailing Effective in busy hours Brand Name Punch-line 2 USPs Short Detailing 3 Vital Steps Understand Memorize Practice… Practice… Practice…

28. Smart Detailing Let’s Practice Smile and Eye contact Straight and upright sitting position Position of VA aligning shoulder Usage of pointer Becosules

29. Post Call Analysis What went well? What can be done better? What should I do in next Call? It is important to analyze the sales call post its completion, this helps in understanding area of improvements & helps in better planning next time

30. Opening: Sir, today I would like to discuss about some Unique Benefits of ______________ which will help you & your patients of___________ . Please allow me to Detail/Present/Discuss. Closing: Example 1 : “After going through the important highlights of ____brand , I will leave 3 starter packs so that you can try it out in 3 different patients as initial therapy. In my next visit I ‘ ll appreciate to have a feedback from you.” Example 2 : Dr.Considering all the benefits of _____ over other antibiotics (over other molecules 1…,2 .. ), definitely ______ would be a superior choice for your patients suffering with RTI. I look forward for 3 Rx per day from you. Eagerly waiting for your support for __________ . Next Visits: After developing rapport & identity