How A Medical Representative Operates in Single Day, What are the Basics

1. Adayof aTE

2. Tomorrow work plan should be
planned today evening

3.  (MR)lastvisit detailsof thatarea
 Anyqueryor issuespendingin thatarea
 Callplannerfor theday
 Doctorconversionplanfor theday
 POBplanfor theday
 Samplesor input planningfor theday
Checklist

4. ON THE JOB
Be half an hour
before in field
Visit all key
chemist of the
area
Do RCPA
Solve any stock
related issues of
chemist
Identify new
customer
through RCPA

5. Precall planning
 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 reduce damage

6. Calling on doctor—The right
approach

7. Pleasewait for yourturn
 Before entering keep mobile on silent
mode
 Be in Queue
 Always knock the door before entering

8.  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 with the doctor
Remember!

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

10. • Doproper sampling
• Closethe callwith commitmentfor our brands

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. Expressionsfrom Doctors
-Commonly seen
• 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 top
L isten
U nderstand
S oothe
A nswer

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

16. After work
• 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