Академический Документы
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com/in/meerzashahid
http://pk.linkedin.com/pub/muhammad-sohail-ashraf-
bajwa/15/636/29b
http://pk.linkedin.com/pub/kashif-iftikhar/9/7bb/1b0
PART-1 • GENRAL TERMS
• customer experience
• customer expectation
• Positive word of mouth
You can , never do enough for them. many times, the more you
do for them, the more they will recommend you to other.
Invest maximum time and effort to serve these customer
make their decisions based on the size of
discount. This category helps ensure your
inventory is turning over and as a result, it is a
key contributor to cash flow.
BY ASKING
D efine the doctor’s requirement for your product.
CATEGORIZE THEM
ALLOCATION OF TIME
VISITS FREQUENCY
MEASUREABLE RELEVANT
TIME
SPECIFIC SMART BOUND
OPENING
PROBING
DETAILING
REINFORCING
GAINING COMMITMENT
ACTION
CLOSING A CALL
story highlights the
relevant points, the
unique selling points
of the brand raising
the doctor's interest to
an extent that he
prescribed.
• Creates a brand image
• Detailing must be perfect with mixture of
• Scientific information,
• Quality of product
• And
• The manufacturing technique used
Keeping in view the time constraint that one has in the doctor's
chamber. Thus, detailing forms an integral part of effective
communication as well as personal selling.
1 • TEXT
2 • VOICE
3 • HANDLING OF VISUAL AID
4 • EYE TO EYE CONTACT
5 • USE OF POINTER
6 • BODY LANGUAGE
7 • LISTENING
8 • USE OF SENSES
9 • TIME MANAGEMENT
The DOCTOR has understood your product
completely
REAL OBJECTION
LACK OF INTEREST
SCEPTICISM
Price is the only weapon that the doctor has.
STEP II:
Medical rep : what are you comparing with, sir?
Doctor : competition, perception, budget, past experience
STEP III:
Medical rep : how much is the difference we are talking, sir?
Doctor : 20% (the faster he says this, ITS FALSE)
"I could see you on a Thursday" - "How often would we need to meet
face to face?" - "We'll need to involve Janet"
that's not necessarily free - "Can I try it for a month and see if it
works?" - "I'll need to see it in action"
"That sound really good" - "Who could say no to
that?"