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Day of a TE

Life Of Medical Representative In A Day.

Naresh23
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Day of a TE

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  1. A day of aTE

  2. Tomorrow work plan should be plannedtoday evening

  3. Checklist • (MR) last visit details of thatarea • Any query or issues pending in thatarea • Call planner for theday • Doctorconversionplanfor theday • POBplan for theday • Samples or input planning for theday

  4. ON THE JOB

  5. Pre callplanning • 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 reducedamage

  6. Calling on doctor—The right approach

  7. Please wait for yourturn • Before entering keep mobile on silent mode • Be in Queue • Always knock the door before entering

  8. Remember! • 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 withthe doctor

  9. Do proper detailing of brands • If doctor asks question , Listen understandand then reply • Don’t indulge in loose talks

  10. Important • Do propersampling • Closethecallwithcommitmentforourbrands

  11. QUERIES/OBJECTIONS • Objections/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???

  12. YourApproach • Not to ignore/avoid- it is an expression of Doctors feelings /concern • Opportunity to clarify • Helps to develop rapport with the Doctor

  13. Expressions fromDoctors -Commonlyseen • 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

  14. Practice SLUSA technique S oothe S top L isten U nderstand A nswer

  15. Post callanalysis • How did the call go? • What better I would had done? • Was call as per plan? • In next call I should correct myself.

  16. Afterwork • Update dairy • Update and send DCR on daily basis • Monitor secondary, primary, closing stock of your stockist through frequent visit to stockist

  17. Etiquettes • Always groom your hair • Shave at least alternate day • Visit a barber monthly once • Daily polish your shoes • Weekly once polish your bag • Always wear neat tie • Keep cosmetic kit in bag During summer

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