Medical Representative has to follow these Basics to become a thorough Professional.

1. A day of a TM

2. Tomorrow work plan should be
planned today evening

3. CHECK LIST
 (Msl) 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 plan for the day
Samples or input planning for the day

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

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

10. • cllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
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MOS’MMMMMMMMMMMMMMMMMMMMM
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MOST
IMPORTANT
• Do proper sampling
• Close the call with commitment for our brands

11. QUERIES/OBJECTIONS
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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. Your Approach
Not to ignore/avoid- it is an expression of
Doctors feelings /concern
Opportunity to clarify
Helps to develop rapport with the Doctor

13. Expressions from 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. Post call 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 hairs
 Shave at least alternate day
Visit a barber monthly once

18. Etiquettes
Daily polish your shoes
Weekly once polish your bag
Always wear neat tie
Keep cosmetic kit in bag
During summer

19. Thank you