Pharmaceuticals Detailing Techniques
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Transcript of Pharmaceuticals Detailing Techniques
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Pharmaceuticals Pharmaceuticals DetailingDetailing
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What is Detailing ?
Detailing is a presentation of selling points in the most logical sequence to the customer, sales presentation, sales interview are the other names of detailing
Basically detailing means the communication of your message to the customer to increase the sales.
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Basis part of Detailing
• Opening• Get attention• Create interest• Present benefits • Demonstrate• Feedback• Handle objection• Closing
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Objective of Detailing
To make the product known to the doctor, but its purpose is to crate a NEED and WANT in the mind of the doctor
This step is technically known as “comprehension” of the product to the doctor with a view to generate an urge in his mind to prescribe the product
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Principles of Detailing • Logical and sequential presentation
• Logical build up of selling points
• Binding the minds of the customer
• Hammering the key points
• Giving proof for all statements whenever needed.
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Contents of Detailing • Medical detaining is the conversation between the
doctor and the MPOs. • It is a dialogue and not a monologue. • The MPO builds the discussion with doctor on;Name of the product “BRAND”, Indication in which the product is advocatedBenefits that the product can offer to the patients• Detailing should be clear, concise and logical and it
must be enlighten
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Contents of Detailing contd...
Detailing should contain the following:What the product is? (Basic Product)What it is used for? (Indication)What it will do? (Action)How it is better? (Comparison)What are the benefits? Thus medical detailing consist of Product
Presentation and Motivation or Persuasion
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Contents of Detailing contd…
Name of the product
Indications
Benefits to patient
Medical Detailing
Conversation
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Detailing should be
• Complete• Clear• Delivered with confidence• Conviction• Eliminate the competition• Should follow the “AIDA” principle.
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Detailing sequence
• The pre approach• The approach• The name of the product• The “you” benefit• The building of confidence• The proper close
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Detailing sequence contd.The pre approach:The stage of collecting specific information of customer
before actually calling on him
The approach:Going near to your customer using AIDA principles and make
your call effective
The name of the product:Mention your product name time and again to the doctor as it
help in registering the brand name in customers mind
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Detailing sequence contd.
Highlighting the benefits of the product for doctors and his patients.
Doctor always appreciates if we talk from patients angle and not from the angle of the company
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Detailing sequence contd.
The building of confidence:How confidant you are about yourself, your product and
company. This confidant will get transform into building up
doctor’s confidence and therefore Objection handling become easier, this is the key to success
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Detailing sequence contd.
The proper close:• The close is nothing but whether you have made
any impact on doctor or not.• The impact can be measure in terms of sales • Close the call with the prescription demand is a
must• Always close with a statement such as - “Doctor
May I get at least 2 prescription in today from you so your patient will benefit from our product”
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