3. 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
Pob plan for the day
Samples or input planning for the day
4. ON THE JOB
Be half an hour before in field
Visit all key chemist of the area
Do rcpa
Solve any stock related issues of chemist
Identify new customer through Rcpa
5. Pre call planning
Plan your samples and keep it on upper part of
your bag
Always keep napkin
Always keep spiral side of your visual aid on upper
side of your bag to reduce damage
7. Please wait for your turn
• Before entering keep mobile on
silent mode
• Always knock the door before
entering
8. • Don’t make noise while pulling
the chair
• Never enter into the private space
Of doctor
• To assume right posture while sitting
• Maintain eye contact with
the doctor
9. • Do proper detailing of our brands
• If doctor asks question , Listen
understand and then reply
• Don’t indulge in loose talks
12. Your Approach
Not to ignore/avoid- it is an expression of
Doctors feelings /concern
Opportunity to clarify
Helps to develop rapport with the Doctor
13. Expressions from Doctors
-Commonly seen
Acceptance: Doctor agrees with
product benefit - close the call
with confidence & gain
commitment
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
15. Post call analysis
How did the call go?
What better I would had done?
Was call as per plan?
In next call I should correct myself.
16. After work
Update dairy
Update and send Dcr on daily basis
Monitor secondary, primary, closing stock of
your stockist through frequent visit to stockist