HANDLING A VISUAL HANDLING A VISUAL AID AND ART OF AID AND ART OF

SAMPLING SAMPLING

SHARIF TANVIRSHARIF TANVIRSENIOR EXECUTIVE, PMDSENIOR EXECUTIVE, PMD

CONCORD PHARMACEUTICALS LTDCONCORD PHARMACEUTICALS LTD

Handling a Visual Aid

In handling VA the first thing remember is that detailing is an art, and has to be done with lot of care and confidence.

Be aware about… Important points on how to handle VA: Let the doctor sees the visual and text

matter Don’t hurry and turn pages

Handling a Visual Aid contd. Ask for doctors comments on some

special points Give brief pause between one product

and another Handle VA gently and with care Sound confident while making claims.

Modulate voice, articulate clearly. Control speed of your speech. Give emphasis to points printed boldly

Handling a Visual Aid contd. Always use a pointer (pen is the best

pointer and easily available) Do not run the pointer, use it only to

point Hold the VA at appropriate distance so

that doctor can read it properly If doctor takes the literature from you

and starts reading, do not disturb him let him complete it. Do not interrupt him.

Art of sampling Every companies give adequate

samples to their sale promotion but it is an individual who makes the difference with these samples in generating prescription

It is advisable to use these samples in a judicious way to create an impact in every visit.

Art of sampling Distribution of samples with

demonstration is a very important aspect of our job instead of just keeping samples on doctor’s tables.

Always remember that you should arrange the samples on the doctor’s table in such a way that brand name and important features face the doctor

Art of sampling contd. Never keep the samples by telling that

“here are few samples” instead, always tell that “ this product you can try on your next patient suffering from ___________ (condition)”

Art of sampling contd.

Always demand prescriptions when you keep the samples

Use demonstrating technique to make your product stand in doctors mind.

Always demonstrate Source of raw material, color, certification ,scoring taste, smell etc.

Right Handling of CC

Right Handling of SC/LIT

Wrong Handling of SC/LIT

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