Jigar Parekh - 25
It’s a story of a Medical Representative, he was a fresher just got training from the company Cadila Pharmaceuticals, was having no practical experience went to the field and found how difficult is to sell the drug of their company with other 15 best competitors fighting for the same place in Doctors mind.
In the first week there was high motivation and enthusiasm, so he tried again and again for a specific Injection to the leading cardiologist in the city, he failed many times than he got the guidance from the Regional Manager that how to speak and how to convince that Doctor.
What Manager taught?
The Doctor was leading Cardiologist so there was no crap things required in selling, be specific on which product he was focusing, giving complete crisp details about the product, what is the price of product to the Doctor and what is its real MRP, never say the competitors product name as it gives the reminder of competitors product and he will not be considered to the mark, and utilize the maximum time of 4-5 minutes which he got.
He further added that still if Doctor does not get converted than don’t lose hope try for long term relation establishment with company, so in future that can help.
After this when next day he tried, he got the order of 12 injections of MRP 2800 from that single Doctor.
No comments:
Post a Comment