1. 29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
1

2. A DAY OF A (MR)
29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
2

3. TOMORROW WORK PLAN SHOULD
BE PLANNED TODAY EVENING
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
3

4. 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
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 Doctor conversion plan for the day
 Pob plan for the day
 Samples or input planning for the day
4

5. ON THE JOB
 Be half an hour before in field
 Visit all key chemist of the area
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 Do RCPA
 Solve any stock related issues of chemist
 Identify new customer through RCPA
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6. PRE CALL PLANNING
 Plan your samples and keep it
on upper part of your bag
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 Always keep napkin
 Always keep spiral side of your
visual aid on upper side of your
bag to reduce damage
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7. CALLING ON DOCTOR
THE RIGHT APPROACH
29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
7

8. CALLING ON DOCTOR
 Please wait for your
 Before entering keep mobile on
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 Before entering keep mobile on
silent mode
 Always knock the door before
entering
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9. CALLING ON DOCTOR
 Don’t make noise while pulling the
chair
 Never enter into the private space Of
doctor
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
doctor
 To assume right posture while sitting
 Maintain eye contact with the doctor
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10. CALLING ON DOCTOR
 Do proper detailing of our
brands
If doctor asks question , Listen
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 If doctor asks question , Listen
understand and then reply
 Don’t indulge in loose talks
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11. MOST IMPORTANT
Do proper sampling
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Close the call with
commitment for our
brands
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12. QUERIES/OBJECTIONS
29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
Objections/Queries are expressed as below
 Question
 Doubt
 Comment
 Remark
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 Remark
REASONSREASONS
 Lack of clarity/Conviction
 Ineffective Detailing
(Failure in highlighting the benefits of the product)
 Quality concern???

13. YOUR APPROACH
 Not to ignore/avoid- it is an expression of
Doctors feelings /concern
 Opportunity to clarify
 Helps to develop rapport with the Doctor
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
13

14. EXPRESSIONS FROM DOCTORS
COMMONLY SEEN
 Acceptance: Doctor agrees with
product benefit - close the call
with confidence & gain
commitment
 Indifference: Doctor shows lack
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 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
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15. PRACTICE SLUSA TECHNIQUE
Stop
Listen
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
Understand
Soothe
Answer
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16. POST CALL ANALYSIS
 How did the call go?
 What better I would had done?
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 Was call as per plan?
 In next call I should correct myself.
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17. AFTER WORK
 Update diary
 Update DCR on daily basis
 Monitor secondary, primary, closing stock of your
stockiest through frequent visit to stockiest
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
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18. ETIQUETTES
 Always groom your hairs
 Shave at least alternate day
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 Shave at least alternate day
 Visit a barber monthly once
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19. ETIQUETTES
 Daily polish your shoes
Weekly once polish your bag
Muhammad Nabil Awan
(Organic Pharmaceuticals)
29/1/2016
 Weekly once polish your bag
 Always wear neat tie
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20. 29/1/2016Muhammad Nabil Awan
(Organic Pharmaceuticals)
THANK YOU
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THANK YOU