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Pharmaceutical selling skills
1.
2.
3.
What Is Selling?
4.
Philosophy of Selling
5.
The 7 basic
selling steps
6.
Objectives of Greeting
and Opening
7.
Asking Questions
8.
The Funnel Technique
9.
DAPA Method of
Selling
10.
Significance of DAPA
11.
Presenting the benefits
of the Product
12.
Handling Objections
13.
Selling the Price
14.
15.
Understand in depth,
the role of Sales Team
16.
17.
18.
19.
20.
Objective selling: S.M.A.R.T
= Specific, Measurable, Achievable, Realistic, Time bound
21.
22.
Observe different things
23.
No. of patients,
sex, age, economic status
24.
25.
26.
Rapport building
27.
Purpose of call
28.
29.
Identify a known
or presumed need
30.
Offer a product
feature & benefit to satisfy that need.
31.
Opening as a
question
32.
33.
34.
Start with open
questions and then move to close questions.
35.
Invites an extended
doctor response
36.
37.
38.
Start with open
questions and then move to close questions.
39.
40.
Look confident and
speak with enthusiasm.
41.
Hold the Detail
Aid in front and use a pen to focus doctors attention
42.
Don’t look at
the Detail Aid, look at the doctor. Observe his/her actions.
43.
If interrupted, do
a brief recap before continuing
44.
45.
46.
47.
48.
49.
50.
51.
52.
53.
54.
Ask for business
(trial use, continued use, expanded use)
55.
56.
57.
Record Call Information
58.
59.
60.
61.
62.
63.
64.
65.
66.
67.
68.
69.
It’s a
doctor tactic to get a discount
70.
The doctor
is confused due to hidden cost or competition
71.
A habit
of asking questions
72.
73.
Dejected
74.
Angry
75.
Defensive
76.
77.
78.
79.
80.
81.
Apart from this,
is there anything else that is of concern to you?
82.
83.
84.
85.
How long
will the doctor not need it?
86.
87.
88.
89.
Make sure
YOUbelieve in your own pricing.
90.
91.
92.
93.
94.
95.
96.
97.
UNCERTAINTY
98.
99.
100.
The DOCTOR has
developed trust in your company
101.
102.
103.
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