handling a visual aid and art of sampling
TRANSCRIPT
HANDLING A VISUAL HANDLING A VISUAL AID AND ART OF AID AND ART OF
SAMPLING SAMPLING
SHARIF TANVIRSHARIF TANVIRSENIOR EXECUTIVE, PMDSENIOR EXECUTIVE, PMD
CONCORD PHARMACEUTICALS LTDCONCORD PHARMACEUTICALS LTD
Handling a Visual Aid
In handling VA the first thing remember is that detailing is an art, and has to be done with lot of care and confidence.
Be aware about… Important points on how to handle VA: Let the doctor sees the visual and text
matter Don’t hurry and turn pages
Handling a Visual Aid contd. Ask for doctors comments on some
special points Give brief pause between one product
and another Handle VA gently and with care Sound confident while making claims.
Modulate voice, articulate clearly. Control speed of your speech. Give emphasis to points printed boldly
Handling a Visual Aid contd. Always use a pointer (pen is the best
pointer and easily available) Do not run the pointer, use it only to
point Hold the VA at appropriate distance so
that doctor can read it properly If doctor takes the literature from you
and starts reading, do not disturb him let him complete it. Do not interrupt him.
Art of sampling Every companies give adequate
samples to their sale promotion but it is an individual who makes the difference with these samples in generating prescription
It is advisable to use these samples in a judicious way to create an impact in every visit.
Art of sampling Distribution of samples with
demonstration is a very important aspect of our job instead of just keeping samples on doctor’s tables.
Always remember that you should arrange the samples on the doctor’s table in such a way that brand name and important features face the doctor
Art of sampling contd. Never keep the samples by telling that
“here are few samples” instead, always tell that “ this product you can try on your next patient suffering from ___________ (condition)”
Art of sampling contd.
Always demand prescriptions when you keep the samples
Use demonstrating technique to make your product stand in doctors mind.
Always demonstrate Source of raw material, color, certification ,scoring taste, smell etc.