S.No.

Contents

Description

1.

Professional values for sales people

·  What are professional values

·  Why we Exist , our role as Medical representative

2.

Professional development / Grooming (Dress Code, Our presentation)/Market Knowledge

·  Know our product

·  Know our company

·  Know our customer

·  How to present in doctors clinic (Dress Code & planning)

·  Knowing our territory / Business Market

3.

Buying Motives

Profit or Gain,

Fear of Loss,

Pleasure,

Avoidance of Pain,

 Pride,

Desire for Approval)

·     Basic Motivators

(Profit or Gain, Fear of Loss, Pleasure, Avoidance of Pain, Pride, Desire for Approval)

·     Doctor Motivators

Saving Money on the purchase price

Saving money for the patient.

Retaining patients in their practice.

Saving patient's life keeping patients on the job

Getting patients back to work

Avoiding loss of job through incapacitation.(Breakdown)

Providing more free time for the physician

Providing convenience for patient

Providing convenience for the physician

Allowing patients to live meaningful lives

Making it easier for the family to live with the patient.

Reducing morbidity

Reducing pain

Reducing Concern or worry

Prestige in using the best therapy available

Desire to be an early innovator

Acceptance by  superiors     

Acceptance and admiration of peers

Admiration of patients.

4.

Planning a sales call (Prospecting & qualifying  the customers)

·      What is prospecting?

·      Why prospecting is important?

·      Type of prospecting?

·      Reason to maintain customers?

·      Reason to qualifying customers?

·      Workshop, prepare a list of customers based on prospecting parameters?

·      Why customer buy your products (Buying motives)?

5.

Opening a Sales Call

·         Methods of call opening

·         Introduction (The First Impression)
Different ways to approach the customer

·         FAB selling (Product feature development)

6.

Probing

·         Listening & Questioning

·         Why we probe?
Asking questions & generating business
Various types of questions
Role play session

7.

Dealing with objections

·         Four types of objections

·         Methods of Handling objections

8.

Closing a sales call

·     Types of closing sales

9.

Commitment & Follow-up

Long term customer relationship & trust