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...

The Journey from Management to Leadership

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                                 The Journey from Management to Leadership


What is Management..

" Management is the art of getting things done through and with people in formally organized group"

                                               Harold Koontz The Management Theory Jungle

"Management is a multi-purpose organ that manages business and manage managers and manages workers and work"

                                                                              Peter Drucker, Principles of Management

" To manage is to forecast and to plan ,to  organise, to command, to co-ordinate and control,"

                                                          Henri fayal, Industrial and General Administration

"Management is the art of getting thing done through people."

                                                                                            Mary Parker Follet


Role of Area Business Manager

Managing, training and motivating existing sales team to drive revenue growth. Develop and manage efficient distribution networks for sales. Develop efficient and creative sales and marketing strategies for the assigned territory and target setting for the sales team.

SALES RESPONSIBLITIES

Role of A Sales Manager

Responsibilities of a Sales Manager

Hiring

Training

Coaching

Motivating

Setting Targets and Tracking the Results

Recognizing and Rewarding Performance

Organizing the Sales Effort-Conducting Sales Meetings

Allocation of Scarce Resources



Skill of A successful Sales Manager
People skills: Include ability to Motivate, lead, communicate, coordinate and mentoring
Managing skills: consist of planning, organizing, controlling and decision making
Technical skills:  including training, selling, negotiating, problem solving ,and use of computers.

What is Leadership ?



A leader articulates and embodies a vision and goals, and enables others to share and achieve them

Leadership is a state of mind... leadership is about vision,spirit, and character, getting diverse individuals to work together as a team.



















 EXCERSISE 
MEDITATION
SPEND TIME WITH FAMILY 

































   









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