best use of pharmaceutical waiting time
DESCRIPTION
Skill Development TrainingTRANSCRIPT
During Doctors VisitBest use of Pharmaceutical Waiting Time
Steps
Presented By
Masum ChowdhuryManager, SBMD
Asiatic Laboratories [email protected]
The average Pharma sales rep has a quota of 8 sales calls per day.
Source: PharmaVOICE
43% of Pharma sales calls actually result in a face to face meeting with a physician.
* Source: Capgemini
During an average sales call, sales reps are allowed 1.5 minutes to talk with each physician.
Source: Health Industry Insights
The average rep is actually
selling 5 minutes each day!
Step -1
Prescription Survey in front of
Doctors Chamber
Step – 2
Prescription Survey in front of
Important Chemist
Step – 3
Diary writing, work plan update
Step – 4
Product Knowledge
Step – 5
Pre-Call Analysis
Step – 6
Chemist Visit
Step -7
DCR writing and Update
Step – 8
Day to Day Sales Analysis of
Previous month vs Current Month
Step – 9
Competitor Literature Reading
Step – 10
New Doctor Coverage Plan
Step – 11
Prescription Survey Analysis
Step – 12
Competitor Promotional
Activities Monitoring
Step – 13
Courtesy visit to Doctors
Step – 14
4P Prescription Share Analysis
Step – 15
Prepare New Doctor Profile
Step – 16
SKU Monitoring
Step – 17
Top 10 Products Sales Analysis
Step – 18
Service Doctor
Prescription Analysis
Step – 19
Competitors Sales Offer
(Campaign/Bonus)
Step – 20
Evening Work Plan
Step – 21
Ex. HQ Doctor Phone Call
Step – 22
Motor Cycle Servicing
Step – 23
Collection Plan
Step – 24
Sample vs Sales Analysis
Step – 25
Spot Benefit Plan from Doctors
Step – 27
Company Policy
Step – 28
New Product Discussion
Step – 29
Target Achievement Plan
Step – 30
Market wise sales Analysis
Step – 31
Convert prescription into sales
Step – 32
Prescription Photocopy
Step – 33
Incentive Product Monitoring
Step - 34
Next Day Objective
Step - 35
Market wise Best
Chemist Sales Analysis
Step – 36
Having Tea with Doctor
Prepared ByMd. Masum Chowdhury
Manager, Strategic Brand Management DepartmentE-mail: [email protected]
Phone: 0171-7642874, 01937990014Asiatic Laboratories Ltd.
42-43 Siddeshwari Circular Road, Treasure Island (5th Floor), Dhaka-1217.