Communication Skill in Pharmaceutical Field

Tujuan :
Mahasiswa mampu mengkomunikasikan pengetahuannya secara verbal kepada target audiencenya (individual maupun kelompok)

EXPANSIVE

Suka Bicara

CONTAINED

Pendiam

DOMINANT
Menguasai

UNASSUMING
Mengalah

EXPANSIVE

DOMINANT

UNASSUMING

CONTAINED

SANGUINE

PHLEGMATIC

EXPANSIVE DOMINANT

EXPANSIVE UNASSUMING

DOMINANT CONTAINED

UNASSUMING CONTAINED

CHOLERIC

MELANCHOLIC

SANGUINE THE POPULAR

EXTROVERT TALKER OPTIMISTIC
INTERESTING PERSONALITY TREND SETTER ENTHUSIASTIC & EXPRESSIVE CREATIVE & INNOVATIVE LOOKS GREAT (SUPERVISIAL) INSPIRING HUMORIST GOOD ON THE STAGE

MELANCHOLIC THE PERFECT

INTROVERT THINKER PESIMISTIC
ANALYTICAL SERIOUS & PERSISTENT GENIUS PERFECTIONIST & HIGH STANDARD IDEALIST SENSITIVE WELL MANAGE ECONOMIST

CHOLERIC THE STRONG

EXTROVERT-EXECUTOREXTROVERT-EXECUTOR-OPTIMISTIC
STRONG LEADERSHIP ACTIVE & DINAMIC TARGET & RESULT ORIENTED INDEPENDENCE WELL ORGANIZE LESS TOLERANCE PRACTICAL

PHLEGMATIC THE PEACE

INTROVERT VIEWER PESIMISTIC
HUMBLE PERSONALITY FRIENDLY & SIMPHATIC PATIENT & WELL BALANCE GOOD LISTENER AVOID CONFLICT PEACE IN MIND & CONTROL EMOTION RELAX & EASY GOING

SANGUINE
+ OPENESS
Keterbukaan

PHLEGMATIC
+ ACCEPTANCE
Penerimaan

- RELIABLE
Keandalan

- CONGUERANCE
Keterus terangan

CHOLERIC + CONGUERANCE
Keterus terangan

MELANCHOLIC + RELIABLE
Keandalan

- ACCEPTANCE
Penerimaan

- OPENESS
Keterbukaan

KOMUNIKASI

S Beri Penjelasan Mendetail P Minta Komitmen C Alternatif Toleransi Waktu M Beritahukan Garis Besarnya

M C P S

FLEXIBILITY

Kemampuan seseorang untuk masuk dan mengerti serta sanggup menjadi Personality Style yang berbeda

THANK YOU & SEE YOU IN THE NEXT SESSIONS

5 LANGKAH PRESENTASI
1. 2. 3. 4. 5. OPENING PROBING PRESENTATION CLOSING Q&A - HANDLING OBJECTION

OPENING
GREETING ICE BREAKING Tujuan Ice Breaking: 1. Menciptakan mood untuk belajar 2. Berkenalan satu sama lain 3. Memecahkan saat ada ES mis: mis: ada perdebatan antar peserta dll. dll.

10 Tips Pembukaan yang Efektif 1. Energik & Antusiasme 2. Tarik perhatian dengan cerita, cerita, bertanya, menuliskan kalimat bertanya, provokatif 3. Jangan minta maaf 4. Jalin kontak mata 5. Fokus pada orang lain

10 Tips Pembukaan yang Efektif 6. Berikan review 7. Bersikap terbuka 8. Perhatikan penampilan 9. Perhatikan suara anda 10.Bangun dan pertahankan kontak dg peserta

PROBING
OPEN PROBE CLOSED PROBE ASKING to know the needs DIRECTING to elaborate the needs

PRESENTATION
WELL PREPARED GOOD PRESENTATION TOOLS GOOD PRESENTATION SKILL GOOD PRODUCT KNOWLEDGE GOOD PEOPLE SKILL

CLOSING
SUMMARY OF PRESENTATION ASKING COMMITMENT GREETING Tujun Penutupan: Penutupan:
1. Merangkum poin-poin pembelajaran poin2. Merayakan pengetahuan baru 3. Mendorong rasa kebersamaan 4. Memotivasi peserta untuk menerapkan

5 Langkah Personal Selling

1.OPENING 2.PROBING 3.PRESENTATION 4.HANDLING OBJECTION 5.CLOSING

Successful Presentation
PREPARATION PRODUCT KNOWLEDGE SELLING TECHNIC PEOPLE SKILL PROMO MATERIALS

HANDLING OBJECTION
MOST DIFICULT PART KEY of SUCCESS or FAILED NEED HIGH IQ-EQ-SQ IQ-EQ-

FOLLOW UP
Langkah keenam dari 5 langkah presentasi / personal selling 1. Survey 2. Analysis 3. Correction Plan

IMPROVEMENT
CORRECTION PLAN CORRECTION ACTION EVALUATION

NORVASK
Zat Aktif: Amlodipin 5 dan 10 Mg Aktif: Indikasi: Indikasi: Hipertensi Dosis: Dosis: Dosis Tunggal Harian 5-10 mg Golongan: Golongan: Kalsium Antagonis Titik Kerja: Pembuluh Darah Kerja:

BENEFITS
Efektif Tidak menaikkan kadar gula darah Tidak menyebabkan disfungsi ereksi Cardioprotective Patient Compliance Efek Samping Minimals

ANTIHIPERTENSI
DIURETIC BETA BLOCKER ALFA BLOCKER ACE INHIBITOR Ca ANTAGONIST ANGIOTENSIN 2 INHIBITOR

SEE YOU AT MID-TEST MID-

ANTIDIABETES
OAD (ORAL ANTIDIABETES) SULFONYLUREA BIGUANIDE OTHER INSULIN

SULFONYLUREA
STIMULATE PANCREAS TO PRODUCE MORE INSULIN GLIBENCLAMIDE GLIMEPIRIDE GLYPIZIDE GLICLACIDE

BIGUANIDE
INCREASE INSULIN SENSITIVITY METFORMIN

INSULIN
USE FOR IDDM PATIENTS USE FOR NIDDM PATIENTS (ELDERLY/CHRONIC) --- BETTER QUALITY OF LIFE

DIABETES TREATMENT
DIET (Strict & Dicipline) EXERCISE (Routine & Measured) OAD (Routine & Controlled) INSULIN (IDDM or Chronic NIDDM) Medical Check-Up (Daily-Periodically)