Rep Job

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					How to be a Successful Medical Representative

The Job of a Rep

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The Job of the AI Rep
• • Physician Selection and Classification: Continuously selects and classifies doctors on the basis of their prescription output and potential. Md Coverage: Calls on the right physicians with the right frequency and with the right message. Call Planning: Records and utilizes proper call planning information. Selling Skills: Utilizes communication skills and available resources to persuade all customers to prescribe recommended Abdi Ibrahim products.
The Job of a Rep 2

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The Job of the AI Rep
• • Customer Rapport: Makes productive use of personal rapport to increase sales of Abdi Ibrahim products. Medical and Product Knowledge: Demonstrates knowledge of the product, customer, competition and promo cycle and uses same to sell Abdi Ibrahim products. Meetings: Attends and participate at meetings. Completes study assignments. Resource Management: Maintains and costeffectively utilizes company property.
The Job of a Rep 3

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The Job of the AI Rep
• • CME Activities: Organizes and conducts CME activities, e.g., video showings, journal clubs, doctor meetings, congresses, symposia. Other Promotional Activities: Organizes other types of promotional activities, e.g., free clinics, group presentations to nurses, pharmacy clerks, exhibit selling, etc. Plans, Organizes and Achieves prompt inclusion of Company products in the Hospital Formulary. Distributor Salesmen: Coordinates with and motivates distributor salesmen, discusses monthly sales plan, identifies problem accounts, monitors weekly sales.

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The Job of a Rep

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The Job of the AI Rep
• Account Selection and Coverage: Selects and calls on all pharmacies, wholesalers and other accounts as required. Market Intelligence: Provides intelligence service to our marketing department. Administrative Procedures: Prioritizes work. Submits complete reports with consistent punctuality.
The Job of a Rep 5

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The Pharmacy Decalogue
Top Ten Tasks in a Pharmacy Call

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Importance of the Pharmacy Call
• Patients go directly to the Pharmacy • Pharmacies generate 40% more sales than prescriptions • You influence pharmacy clerks to give you added business • You can generate extra sales and reach your sales target!

The Job of a Rep

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Top Ten Tasks in a Pharmacy Call
1. Establish and maintain good relations with pharmacy personnel 2. Promote your products to all pharmacy personnel 3. Obtain information on Mds who use a lot of Competition 4. Merchandising, clean merchandise, FIFO, facilitate return and exchange of damaged goods 5. Stock inventory

The Job of a Rep

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Top Ten Tasks in a Pharmacy Call
6. Verify best selling products of the competition and identify MDs who prescribe them 7. Organize Contests and Activities to motivate clerks to recommend your products 8. Teach Pharmacy Clerks on How to Dispense your Products – Adequate Dosage – Indications and Precautions – Level of Expectations – Side effects and how to manage them
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Top Ten Tasks in a Pharmacy Call
9. Obtain information on the prescribing habits of doctors in the area and seek out new doctors with highest prescribing potential. 10. Find out activities of competition, special offers in the pharmacy, special promotions inthe territory, new product launches and impact of new launches

The Job of a Rep

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DOCUMENT INFO
Description: For training Sales Reps on Basic Selling Skills, like Important Functions of a Rep, Target and Selecting MDs, Physician Profiling Making a Sales Presentation, Presenting Features and Benefits, Presenting Clinical Papers,