Skill Development Training

1. Which tool is very much effective
for Pharmaceutical Business???
Presented By
Masum Chowdhury
Manager, SBMD
Asiatic Laboratories Ltd.

2. Physician Samples ?

3. Physician Gifts ?

4. Product Discount/Bonus ?

5. Medical Information ?

6. Doctor Service (Cash/Cheque) ?

7. Clinical Meeting/Conference/CME?

8. All these tools are good but – Medical
Information is essential to show your
potential customers.

9. Product branding information such as -
Case Studies, Clinical Trail/ Abstract is
fine but a Strong Printed Product
Literature is very powerful tool.

10. People buy with their eyes first!

11. So let them see the product, how it works
and the benefits it provides.........show
them from your product literature.

12. Study Recommended that, Building
Relationship is the ultimate Factor.

13. Sometimes, None of those matter if you
do not have the right relationship with
the physicians.

14. For best sales results, you have to find
out as much personal data about your
Physicians as possible.

15. Medical Promotion Officers have to know
Physicians needs, problems, future plans and
past history.

16. Maximum Medical Promotion Officer try
to creating a relationship with Doctors
based on mutual trust and confidence.

17. May be you have everything like sample, gift,
medical information, Discount/Bonus, Doctor
Service etc. But if you don’t have any social skill
that means Relationship Development Skill. So
what will happened??

18. You have to count about inter personal
relationship also. I believe that, it is more
effective than above 5/6 tools. So, first you
have to build up good relation with physicians
means you have to sell yourself first.

19. So, you have to develop your inter personal
relationship skill. I believe that, it is more
effective than Sample, Gift, Bonus/Discount,
Doctor Service and Medical Information.

20. So for more Rx Support, you have to build
up good relationship with your target
physicians.

21. A good relationship comes from being
yourself in a professional manner.

22. So, try to develop your Professional Skill

23. After all nobody will listen to you if you do
not have any relationship. But this should
be one among many steps.

24. May be Relationship is very vital but
Relationship alone will not sell.

25. To answer the question -
?
Which tools are very effective for sales

26. It depends on marketing strategy and life cycle of
product.

27. For launching new product,
Which tool is very important for Product
Promotion ?

28. Firstly It is obvious, Medical Information

29. Secondly it is Clinical Meetings

30. Finally, Product Samples

31. If it is a mature product, the importance
could be -

32. 1. Samples

33. 2. Gifts

34. 3. Commercial Discounts.

35. In Tail Product,
it is possible only with Commercial Discounts.

36. In other words, these tools could be used in a
mix promotion. It will depend of the objective;
for example, Branding, Aggressive Commercial
Tactics, etc.

37. Thanks

38. Prepared By
Masum Chowdhury
Manager,
Strategic Brand Management Department
Asiatic Laboratories Ltd.
masum.pha@gmail.com,
+880-0171-7642874, +880-0193 7990014