Pre-call Preparation Worksheet

Facts and Information (Physician Call Notes)

Date:
Med. Rep. Name: Fahad Farhan
13/3
Customer Name:
Dr. Ahmed Mosaad

General
Blue Yellow 1. Source of Business (Sp.)
(FACTS) (FUTURE)
What Why GYNE
Green RED 2. Segmentation (Potentiality – Adoption)
(FORMS) (FEELINGS AC -
HOW )
WHO 3. Ladder of Adoption - Treatment Adoption
User
4. Thinking Preference
5. Paradigm
Yellow
 What types of patients does physician treat (which PP)?
Discharge Of Department Post cesarian
 How does physician manage his/her patients (categorizing)?
Mefaminc Acid + Paracetamol
 What treatment algorithms does physician follow (Feedback)?
From his Side he write Rapdius but Department
Daily – Plus the Feedback
1. What was the Last agreed Commitment
Taking Rapidus Post Operations + Normal delivery
2. Call Objective (SMARTER)
Taking Discharge Ob/gyne
3. Call Strategy
 Why do you think the customer is Rx. The competitor?
Looking For Safety and new for Director of Department
 What’s your differential advantages versus this competitor ?
Onset of action + Potency + Visit
 4. What the Resources will you use
Keep Remind and Follow
 TCFS Model Evaluation Checklist
Rep. Name : ...Fahad Date:07/03

Scoring: “1” Never doing (0%), “2” Sometimes doing (25%), “3” Often doing (50%),
“4” Usually doing (75%), “5” Always doing (100%)

TCFS Skills Model Observation Top Two Strengths (S) /Areas for
Score Development (D)
Pre call preparation 4 Review last call note
 Review last call note Ask Effectively about the
 Ask Effectively about the Feedback Feedback
 Set SMARTER Call Objective Set SMARTER Call Objective
 Plan for the Call Strategy
/
 Prepare the suitable Resources
 Review the Appearance/ Behavior. Plan for the Call Strategy

Opening 4 Introduction
 Introduction Personal Touch Point
 Personal Touch Point
 Initiate Call Continuity /
Initiate Call Continuity
 Agenda & Timeframe Agreement

Exploring 4 Create Additional Needs

 Patient Availability & Number
 Patient Profiling Patient Profiling
 Explore Customer Paradigm –
Needs /
 Create Additional Needs Patient Availability & Number

Presenting Message/Solution 3 Asked for the customer

 Features and Benefits agreement
 Using the right resources /
 Asked for the customer agreement Using the right resources

Identify & Overcome Obstacles 4 Verify

• Listen and Acknowledge
• Clarify
• Answer
• Verify

Close on Every Call 3 Summary

• Summary
• Confirm Agreement
• Commitment /
Strong Commitment
Clarify Summary
Closing
Total Average Score 3.7
Presenting Handling on every
Closing on
Exploring Message /
Opening
Solution
Objections Call
Every call