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.
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)