Pharma field force excellence 5

Training for Medical Promotion Officers

Career

Further Information: Masum Chowdhury, Manager, SBM, Asiatic Laboratories Ltd. E-mail: masum.pha@gmail.com
Pharma Field Force Excellence
FIELD DEVELOPMENT TRAINING FOR MEDICAL PROMOTION OFFICER
Discussion on the role of Medical
Promotion Officer
What is the role of the Medical Promotion Officer?
Why do you want to work as a Medical Promotion
Officer?
What makes a good Medical Promotion Officer?
Territory Management
How to manage your territory
How to maximise your sales
How to be an efficient Medical Promotion Officer
Monthly planning
How to plan a month in advance
Weekly planning
How to plan a week in advance
Daily planning
How to plan your day to maximise potential and use your
time efficiently
Report writing
When should you send reports?
To whom should they be sent?
What should the reports contain?
MIMS/QIMP
What is MIMS/QIMP?
How do you use it?
Structure of a Pharmaceutical Company
Who's who in the typical Pharmaceutical Company?
Computer Applications
Chemist wise Sales Analysis
SKU wise Product Analysis
Doctor wise Prescription Share Analysis
Selling skills
Who are your customers?
How do you sell to them?
Sales presentation skills
Establishing customer needs
Handling objections
Closing the sale
Getting the business
Post sale analysis and follow up
Dare to be different!
A few ideas on how to stand out from the other Medical
Promotion Officers on your territory and in your
company

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Inside this Issue 1. Book Review: “You Can Be a Medical Representative” by Rajat Saha reviewed by Vivek Hattangadi A successful pharma sales professional hands down success strategies to new and experienced Reps 2. Experience: Edge or Baggage? by Noumaan Quereshi Experience, always counted a benefit to be had, can be baggage in a swift-paced world if it does not go hand-in-hand with the ability to adapt 3. The Impact of VUCA Times on Indian Pharma by K. Hariram What it will take for Indian Pharma to navigate in these times of Volatility, Uncertainty, Complexity and Ambiguity (VUCA)? 4. Clearing the Air About Content Marketing by Suchi Yadav Busting common myths about the do’s and dont’s of content marketing

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