Lets Fly High:

A Presentation
on Self Analysis

Contents
1. The Flow
2. On Call Process
Exercise
Action
Analysis
3. Off Call Process

Lets Start this presentation with

What is difference between

Good and the BEST?

We all use same marketing tools for Promotion like

Print inputs, Gifts, CMEs, Schemes, CRM,
Activity/Campaigns, Incentives

So, What are we lacking?

The Flow

Exercise

RCPA

Doctor Survey
Product Survey
Competitors data
Personal relation

The Matrix

Right Doctor-Right Product

Right Product-Right Doctor
Product Priority
Frequency of Visit

Preparation & Planning

 Daily call planning

Bag preparation
Pre call planning
Joint working planning
Activity/Campaign Planning

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Opening the Call

Greetings
IntroductionSelf/Manager/Division/ Company

Social Interaction
First impression is last
impression- Clarity of voice,
accent, language, voice modulation,
eye contact, body language

Detailing

Detail Focus Product First

Inform USP

Hit the Focus Point

Maintain the Integrity

Re-Emphasize

Reminding current
Rxing brand
Maximum brand
name exposure

Input Distribution

Customer Identification
Follow guidelines by HO
Input distribution for detailed
product only
Separate inputs for retailer
Consult Manager for help

Closing the Call

Demand for Prescription firmly

Ask/Inform the availability
Thanks Giving
Feedback
Scientific Discussion

Analysis

Call Analysis
Doctors interest
Query raised
Feedback
Effectiveness of Input
Pre call plan implementation
RCPA correction
Self analysis

Off call Process/Follow up

 Ensuring Product Availability

Timely Reporting
Sales Closing Management
Inventory Management
Feedback to HO (New product Launch, Competitor Details,
Dr Query, Campaign/Activity Feedback, Format filling)
Self Initiative
Manager Co-operation

Incentives

They may be Pharma Giants

But We are also

Roaring Lions

So, Lets Not be a

Sales Man

But

A Brand Man
A Professional &
A Regional Leader

Lets Do It Together as a
TEAM ..