How to Handle Doctor Objections in Real Visits

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How to Handle Doctor Objections in Real Visits In the world of pharma sales marketing, every Medical Representative (MR) and Area Business Manager (ABM) knows that doctor calls are the most critical part of their daily routine. Yet, one of the biggest challenges faced during these visits is handling doctor objections. A question from a doctor can either build your credibility or expose your lack of preparation.  Drawing from the 26 years of experience of Mr. Rajan Kumar in pharma sales and marketing, this article explains how to handle doctor questions effectively and why product knowledge is the foundation of success.  Listen First, Reply Later The first golden rule is simple: listen carefully. Many representatives rush to answer without fully understanding the doctor’s concern. This impatience often leads to incomplete or incorrect replies. Mr. Rajan Kumar emphasizes that before speaking, you must pause , absorb the question, and ensure you understand it clearly. Doctor...

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S NO         HQ                        POST             DIV                            CONTACT NO

1             DELHI                    ZSM              Critical Care            aishwarya@phiedge.in/
                                                                                                      aishwarya.korud@gmail.com

2            BANGLORE           RSM              Critical Care            aishwarya.korud@gmail.com
              MUMBAI                                                                      aishwarya@phiedge.in/

3           KOLKATA               ASM              Critical Care            aishwarya@phiedge.in/
             BARODA                                                                        aishwarya.korud@gmail.com

4          PUNE/RAIPUR        M.R                Gen Div                   Medipharma.cv4@gmail.com
            BHAGALPUR                                                                  Mob no 6355967122
            JABALPUR
            VARANASI

5         AURANGABAD       ABM              SUN PHARMA           ZSM MOB NO 9892700513

6         CHENNAI                 RBM              AJANTA PHARMA    santoshg457@gmail.com
                                                                     DERMA DIV
7          DHULE                     ABM            IPCA INTIMA              MOB NO 8275340886
            NASIK
8         PUNE/PCMC             M.R             Vagmine Healthcare       Mob no 9822333274/9689890095
                                                                                                           yogeshbgade1978@gmail.com
9         PCMC                        M.R             DERMA SPL                 Mob no 99209789969

10      SANGLI                      M.R            Windberry Lifescience    amol.babar3.ab@gmail.com
          MIRAJ                                                                                    Mob n  9657030462


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