Pre-call Preparation Worksheet

Facts and Information (Physician Call Notes)

Date:
Med. Rep. Name: Fahad Farhan
13/03

Customer Name:
Dr. ahmed Salamah
General
1. Source of Business (Sp.)
Blue Yellow
(FACTS) (FUTURE) Orthopedic
What Why 2. Segmentation (Potentiality – Adoption)
Green RED AC-
(FORMS) (FEELINGS
HOW ) 3. Ladder of Adoption - Treatment Adoption
WHO Loyal
5. Paradigm
4. Thinking Preference
Yellow  What types of patients does physician treat (which PP)?
Low back pain + trauma + Acute ankle sprain + strain

 How does physician manage his/her patients (categorizing)?

Acute = NASIDs . Mild ( Selective Cox-2 ) Sever ( NASIDS + Atercoxib
 What treatment algorithms does physician follow (Feedback)?
Rapidus + Voltic D
Daily – Plus the Feedback
1. What was the Last agreed Commitment
Taking Rapidus with Low back pain and Ankel Injury 60% from Cases
Call Objective (SMARTER)
Taking 60% From Cases
2. Call Strategy
 Why do you think the customer is Rx. The competitor?
He think Dispersible More onset of action

 What’s your differential advantages versus this competitor ?

Onset of action + safety by coated + visiting
 4. What the Resources will you use
Keep Remind and Follow Push VS Dispersible

]
 TCFS Model Evaluation Checklist
Rep. Name : .fahad Date:13 / 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 4 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

• Listen and Acknowledge
• Clarify
•
•
Answer
Verify
Clarify
Close on Every Call 4 Summary
• Summary
• Confirm Agreement
• Commitment /
Strong Commitment
Clarify Summary
Closing
Total Average Score 4
Presenting Handling on every
Closing on
Exploring Message /
Opening
Solution
Objections Call
Every call