MEDICAL REPRESENTATIVE

MEDICAL REPRESENTATIVE IS A CONNECTING LINK

BETWEEN THE COMPANY AND MEDICAL
PROFESSIONAL/HOSPITALS

MEDICAL REPRESENTATIVE DEMONSTRATE THE

FEATURES & BENEFIT OF COMPANY’S PRODUCT TO
THE MEDICAL PROFESSIONALS AS PURSUE THEM TO
USE THE PRODUCT WITH THE AILING SUBJECT.
 MEDICAL REPRESENTATIVE
RESPONSIBILITIES
MEDICAL REPRESENTATIVE HAS FOLLOWING RESPONSIBILITIES :
 COMPLETING THE SALE TASK(TARGET) PROVIDED BY THE
COMPANY WITHIN THE TIME FRAME

 COMPLYING TO ALL STRATEGIES AND POLICIES OF THE

COMPANY WITHOUT DEVIATION

 BUILDING THE IMAGE OF THE COMPANY IN THE RESPECTIVE

WORKING TERRITORIES

 PROVIDING MARKET/WORKING FEEDBACK TO THE COMPANY

 MEDICAL REPRESENTATIVE
ROLE
1. ENLISTING DOCTORS IN LIST ACCORDING TO PRODUCTS BY
PROPER SURVEY OF CHEMISTS

2. MEETING CUSTOMERS REGULARLY AND PERIODICALY

3. BRIEFING THE CUSTOMERS WITH ALL POSSIBLE INFORMATIONS

RELATED TO PRODUCTS

4. REPLYING TO ALL POSSIBLE QUERIES OF DOCTOR RELATED TO

PRODUCT

5. PROVIDING PROFESSIONAL SERVICES TO THE CUSTOMER WITHIN

ORGANISATIONAL SYSTEM
 MEDICAL REPRESENTATIVE
6. ORGANISING MEETINGS/SYMPOSIUM/CMG PROG. IF NEEDED
FOR THE CUSTOMERS

7. KEEPING FOLLOW UP WITH THE CUSTOMERS

8. MAINTAINING RELATIONSHIP WITH STOCKIST

9. CHECKING INVENTORY AT STOCKIST LEVEL, PLACING ORDERS AND

REALISING PAYMENTS

10. SENDING/POSTING/MAILING WORKING REPORTS AND ALL

REPORTS TIMELY AS INSTRUSTED BY THE COMPANY
MEDICAL REPRESENTATIVE V/S SALESMAN

MEDICAL REPRESENTATIVE ARE BASICALLY SALES PERSON

MEDICAL REPRESENTATIVE ARE INVOLVED IN INDIRECT SELLING

SALES MAN ARE INVOLVED IN DIRECT SELLING

DIRECT SELLING IS MEETING WITH END-USER

INDIRECT SELLING IS MEETING WITH EXPERTS WHO INFLUENCES

THE END-USER.EXPERTS ARE CUSTOMER
CUSTOMER OF MEDICAL REPRESENTATIVE

CUSTOMERS ARE THOSE WHO USES THE COMPANY’S

PRODUCT REPEATEDLY
1. DOCTORS
2. RETAIL CHEMIST
3. STOCKIST
IMPORTANCE OF DOCTORS AS CUSTOMER

 DOCTORS PRESCRIBE COMPANY’S PRODUCT AND HELPS IN

INCREASING SALES

 DOCTORS ENHANCES THE IMAGE OF THE COMPANY

 DOCTORS GIVES VITAL INFORMATIONS

 DOCTORS HELPS IN INCREASING KNOWLEDGE

 IMPORTANCE OF RETAIL CHEMIST AS CUSTOMER

 RETAIL CHEMIST GIVES ALL INFORMATIONS ABOUT DOCTOR’S

PRESCRIBING HABBIT

 RETAIL CHEMISTS GIVES ALL INFORMATION ABOUT

COMPETITORS ACTIVITIES

 RETAIL CHEMISTS HELPS US IN FORMING DOCTORS LIST

 RETAIL CHEMIST STOCKS OUR PRODUCT & SERVES THE

PRESCRIPTION
 MEDICAL REPRESENTATIVE
IMPORTANCE OF STOCKIST AS CUSTOMER
 STOCKIST HOLDS STOCKS FOR TIMELY SUPPLY

 STOCKIST ARE DIRECT CUSTOMER

 STOCKIST GIVES SUPPORT FOR SALES TARGET

COMPLETION

 STOCKIST GIVES US DATA OF SALES

 MEDICAL REPRESENTATIVE

SALES
SALES IS EXCHANGE OF GOODS & SERVICE WITH
MONEY

SALES TRANSACTION IS COMPLETE ONLY WITH

RECEIPT OF MONEY

PRODUCTS
PRODUCTS ARE NEEED SATISFYING AGENTS
 MEDICAL REPRESENTATIVE
SALESMANSHIP

A PROCESS OF CONVINCING CUSTOMER TO TAKE

DECISIONS IN YOUR FAVOUR

IT NEEDS REGULARITY IN MEETING

 PROPER DESCRIPTION OF PRODUCT
 CONVERTING FEATURES TO BENEFIT
 ANSWERING QUERIES EFFECTIVELY
 TAKING ORDERS/ASSURANCE
 SERVICING REGULARLY
 MEDICAL REPRESENTATIVE
STEPS OF SELLING
 PROSPECTING
 PRESENTATION
 PREPARATION
 OBJECT HANDLING
CLOSING
FOLLOW-UP
 MEDICAL REPRESENTATIVE
PERSONAL SELLING & PROMOTION
IT IS ONE TO ONE CONTACT WITH CUSTOMER TO

ASSURANCE FOR TOTAL SATISFACTION OF

CUSTOMER WITH SATISFYING ANY DOUBTS OF

PRICE-PLACE-TIME
 MEDICAL REPRESENTATIVE
STEPS OF EFFECTIVE PERSONAL SELLING
• MOTIVATION
• CONVERSION
• PRESENTATION
• QUESTION
• QUOTATION
• OBJECTION
• CLOSING
• SERVICE
 MEDICAL REPRESENTATIVE
FEATURES OF AN EFFECTIVE MEDICAL
REPRESENTATIVE

1. APPEARANCE
- CLEANINESS; DRESSING;STYLE
2. COMMUNICATION
- LOOKS; WORDS; GESTURES
3. KNOWLEDGE
- CUSTOMER, PRODUCT, TERRITORY
4. ATITUDE
- DESIRE, DIRECTION DEDICATION, DISCIPLINE
 MEDICAL REPRESENTATIVE
ADVANTAGES OF MEDICAL REPRESENTATIVE

• RECOGNITION IN SOCIETY

• CONTACT WITH ELITE OF SOCIETY

• HIGH CAREER BUILDING OPPORTUNITY

• KNOWLEDGE EXPOSURE
• DOUBLE EARNING POSSIBILITY
 MEDICAL REPRESENTATIVE
REPORTING
REPORTIG IS ESSENTIAL FOR THE PROCESS OF
MEDICAL REPRESENTATIVE
 HELPS TO MARK ATTENDANCE
 HELP TO PLAN THE WORK
 HELPS IN ANALYSING THE PROGRESS
 HELPS TO SCHEDULE WORK
 HELPS TO UNDERSTAND CUSTOMER
 HELPS IN MAKING CUSTOMER RELATION
 HELPS TO LIQUIDATE STOCKS