A Day of a Territory Manager. Sales & Marketing.

1. Adayof aTM

2. Tomorrow Work Plan shouldbe
planned todayevening

3. CHECKLIST
 Last visit details of that area.
 Any query or issues pending in that area.
 Call planner for the day.
 Doctor conversion plan for the day.
 POB (Point Of Business) plan for the day.
 Samples or input planning for the day.

4. ONTHEJOB
 Be half an hour before in the field.
 Visit all KEY chemists of the area.
 Do RCPA (Retail Chemist Prescription Audit).
 Solve any stock related issues of the chemist.
 Identify new customer through RCPA.

5. Pre call 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. Please wait for your turn.
Before entering keep mobile
on silent mode.
Always knock the door before entering.

8. Don’t make noise while pulling
the chair.
Never enter into the private space of
doctor.

9. Maintain eye contact with the doctor.
To assume right posture while sitting.

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

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MOS’MMMMMMMMMMMMMMMMMMMMM
MOST
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IMPORTANT
• Do propersampling
• Closethe call with commitment for brands

12. QUERIES /OBJECTIONS
Objections/Queries are expressedasbelow
 Question
 Doubt
 Comment
 Remark
REASONS
 Lackof clarity /Conviction
 Ineffective Detailing
(Failurein highlighting the benefits of the product)
 Quality concern???

13. YourApproach
Not to ignore / avoid - itis anexpression
of Doctors feelings /concern
Opportunity to clarify
Helpsto developrapport with the Doctor

14. ExpressionsfromDoctors
-Commonly seen
 Acceptance: Doctor agreeswith
product benefit - close the call
with confidence& gain
commitment
 Indifference: Doctor showslackof
confidence & feels no benefit to
gain from the product- Ask
questions touncover
 Doubt: Doctor showsinterest but
not confident enough-Provide proof
using LBL / Scientificinformation
LBL(Leave BehindLiterature)

15. Practice SLUSA technique
Stop
Listen
Understand
Soothe
Answer

16. Post callanalysis
Howdid the callgo?
What better I wouldhaddone?
Wascall asper plan?
In next call I should correctmyself.

17. After work
Updatedairy
Update andsendDcron dailybasis
Monitorsecondary,primary, closing stock of
your distributor through frequent visit to
distributor

18. Etiquettes
Always groom your hairs
 Shaveat least alternateday
Visit abarber monthly once

19. Etiquettes
Daily polish yourshoes
Weeklyoncepolish yourbag
Always wear neattie
Keepcosmetic kit in bag
during summer

20. Thank you