1. TRAINING & SKILL DEVELOPMENT OF SALES FORCE
It seems like you’re discussing the importance of training and skill development for medical representatives (MRs) in the pharmaceutical industry. Here’s a refined summary of the key points and suggestions
- Current Situation: There is a perception among doctors that MRs are increasingly behaving like salespeople rather than knowledge sharers. This has led to reduced interest from doctors in meeting with MRs.
- Role of MRs: MRs serve as a crucial link between pharmaceutical companies and doctors. They are responsible for building networks, promoting products, and driving sales.
- Challenges: Due to intense competition, doctors have limited time (30 sec to 1 min) for each MR visit. Hence, MRs need strong communication skills, in-depth product knowledge beyond just scientific facts, and effective sales techniques to make an impact.
- Training Importance: Regular training and development are essential to equip MRs with practical product knowledge, effective pre-call planning, post-call analysis techniques, handling challenges in sales, etc.
- Tailored Training Approach: Mr. Saurabh Rajput emphasizes a personalized approach to training. This includes understanding the team’s strengths, weaknesses, market dynamics, product specifics, and company strategy before designing a training program.
- Unique Training Method: Unlike generic training programs, Mr. Saurabh Rajput’s approach involves personal involvement with the team, connecting deeply with them, and delivering training that goes beyond standard PowerPoint presentations.
- Outcome: The goal of such training is to enhance MRs’ abilities to effectively engage with doctors, convert prescriptions (Rx), and build strong professional relationships that add value to doctors’ practices.
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Offering comprehensive, cutting-edge courses on regulatory compliance, sales strategies, and product knowledge to equip professionals with the skills needed for success in the pharmaceutical industry.
