This document discusses selling skills for pharmaceutical representatives. It outlines the steps of a sales call which include prospecting, preparation, approach, presentation, objection handling, closing, and post-call analysis. Preparation is key and involves knowing the product, disease, doctors, and competitors. During a presentation, representatives have a few minutes to convince doctors of a product's efficacy, safety, and benefits for patients. Representatives should address doctors' questions confidently and look for buying signals like nodding or re-examining samples. Follow-up is also important to improve the effectiveness of the presentation and fulfill any commitments made to doctors.

1. SELLING SKILLS
(Pharma.)
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2. SELLING SKILLS
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3. What is Selling
Peace of Mind
to
The Customer
by Offering
Services
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4. What is Selling
Getting someone to do, what you
want them to do, the way they want
to do it, well and willingly
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5. Pharma Selling is Different
• Prescriber / Buyer is an expert.
• More balanced presentation is needed
which should match with customer’s
motive
• Customer is not the end user
• Repeat visits are needed
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6. Customer Motives (General, Product Related)
Efficacy of the Product Economy of the Product
Compliance in Dosage Safety of the Product
Taste of the Product
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7. Steps of Sales Call
Prospecting
Preparation
Approach
Presentation
Objection Handling
Closing
Post Call Analysis
3
2
5
4
1
6
7
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8. Prospecting
Prospecting is the process of locating potential
customer for product or service.
Effective prospecting is possible through
chemist
Ask question from the chemist WHO, WHEN,
WHAT (3 Ws)
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9. Preparations
Self Preparation
 Well Dress
 Well Equipped
 Clean Bag
 Polished Shoes
 Avoid Smoking
 No. Mobile Phone
(During Call)
Bag Preparation
o Folder in proper Order &
Qty
o Sample in proper Order
& Qty
o Gifts in well positioned
o No Wastage
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10. Three Actors
Doctor
Chemist
TM
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11. What is in the doctors mind
Your Dr. will want answer to these 5 question
about your product
What is it ? ( Brand & Generic name)
What does it do?
What does the mean to me and my Patients?
Who say so ?
Can you prove it ?
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12. 3 Master piece of TM Job
• Preparation (Before the Job)
• Presentation (During the Job)
• Follow – up ( After the Job)
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13. Preparation (Pre – Presentation)
• Success is lot of preparation and little bit of
talent
• The TM who is well prepared
Know his Product & Doctor
Follow the strategy to achieve target
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14. Preparation
Good Knowledge of your
Product
Disease
Doctors
Competitors
Give you
Confidence & increase your Efficiency
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15. Parts of Detailing
Opening
Presentation
Closing
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16. Presentation
The crucial moment of Job
You have few minutes to convince the Dr.
You must be well prepared before call
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17. Presentation
There is nothing so inspiring as confidence
A TM without Enthusiasm is like a car
without an engine
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18. Objection Handling
A tactful TM
Look Confident
Well Observe & Listen
Understand
Never Try to be Funny
Reply

19. Buying Signals
Nodding Hands Storking Chin
Open Hand Gesture
Showing the product to
others
Looking samples again
& again
Judging display of the
product
Looking at stock on
shelves
Asking about company

20. Final part of presentation means
asking for Rx. or commitment
to prescribe
Good closing good business
Closing
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21. Follow up
Follow up is the key factor to improve
The effectiveness of your
Presentation
Post Presentation Action
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22. Characteristic's of Sales Person
High level of self confidence
Acceptance of full responsibilities of their
results and considering themselves as being
self employed
Above average ambitious and desire to
sell
Intensely goal oriented
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23. Characteristic's of Sales Person
Above average will power
Ability to turn strangers into friends
Determination and willingness to smart & hard
work
Belief in themselves, their product & their company
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24. Key of Success
The Successful Representative
Cares
Customers
&
Products
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25. Post Call Analysis
• Check your today's ach. verses your plan
• If No. of calls are less how effectively improve
• If No. of prescriptions are less how to increase
• If make commitment with Dr. how soon to fulfill
it
• Review of prospecting (After 6 months)
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26. Company Believes
 Skillful & Well organized TM
 Part of Professional & Wining team
 Believes on result gain by best of your efforts in right
direction
 All of you are asset of the company
Create real & remarkable difference among the
professionals
 Set an example for other colleagues
 Your carrier growth
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27. Free for every one
“ No matter how poor you are, hard work
Is free …. It costs nothing …..
And the payment is priceless
Self – satisfaction “
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