This presentation will be helpful for the facilitator to help the medical representative understand about improving his/her performance inside the doctor's chamber by following these easy 4 steps - 1. Opening of Call 2. Presentation of the product (Detailing) 3. Closing of Call (demand Rx) 4. Documentation of the Call

1. IN-CLINIC
EFFECTIVENESS

2. INDEX
2
• What is In-clinic Effectiveness?
1
• Purpose of meeting Doctor
2
• Steps on In-clinic Performance
3
• Conclusion
4

3. In-clinic effectiveness is how effectively you represent
yourself, company and it’s product. It depends on –
 Your Physical appearance (GROOMING)
 Body Language
 Communication
 Your presentation (DETAILING)
 Inputs handling
Better In-clinic effectiveness is directly related to
prescription generation, which results increase in business
substantially.
3 What is In-Clinic Effectiveness?

4. 1. Promote our Product
2. Develop relationship
3. Generate Prescription
4. Share information and knowledge
5. Be a bridge between the company,
doctor and his patients.
4 Purpose of meeting Doctor

5. To be effective while doing
doctor’s call you need to
follow 4 important steps -
1. OPENING
2. PRESENTATION
3. CLOSING
4. DOCUMENTATION
5 STEPS for IN-CLINIC PERFORMANCE

6. 1. OPENING of Doctor’s Call
• Greetings -
Good Morning, Good Afternoon,
Good Evening
• Introduction
• Self Introduction
• Manager accompanied
• Opening Statement
• Grab Attention
• Arouse Interest
6 STEPS for IN-CLINIC PERFORMANCE

7. 2. DETAILING to the Doctor
• VA Handling
• Angle of VA
• Synchronising of pointer
• Distance of VA
• Message Delivery
• Pronunciation of Medical terminologies
• Text Clarity and Text Flow
• Message Audible
• Body Language
• Appropriate Posture
• Right Gesture
• Voice Modulation
• 4 Ps (Pace, Pause, Punch, Pitch)
7 STEPS for IN-CLINIC PERFORMANCE

8. 3. Closing of the Doctor Call
• Demand of Rx
• Demanding Rx with Justification
and benefits of brand
• Quantify the no. of Rx required
with time frame and place of
availability.
8 STEPS for IN-CLINIC PERFORMANCE

9. 4. Feedback Report
Note down the details of Doctor’s Call
• Important things communicated in
the call (Inputs, Samples)
• Doctor‘s query or commitment
• Any important thing done during the
call (Campaign, Brand Activity)
• RCPA details
9 STEPS for IN-CLINIC PERFORMANCE

10. In-clinic Effectiveness helps in
Generating more prescription
Increasing company’s business
Better brands building
Develop good relationship with Doctors
Job satisfaction
10 CONCLUSION

11. THANK YOU
11