8/3/2019 Retail Chemist Probing-Do's & Don'Ts

1/3

Retail Chemist Probing Dos and Donts

Use open ended questions to gather information

Closed ended questions to be avoided

Stock level of your and competitor brand will give a clue to the correct movementof the product

Stock levels may also reveal trade offers of competitors

Check for the retail price of competing brands

Do not put doctors name in the mouth of the chemist / Do not spoonfeed orprompt the chemist

Do not ask questions such as whether Dr. prescribes my brand ?This may lead to false information

Do not discuss or reveal information gathered from other nearby retailer

Preferably, do not conduct retail audit in the presence of other Companyrepresentative

Do not obstruct the counter of the chemist

Meet retailer when he is relatively free. Preferable time is early morning or lateafternoon

Code of Conduct while Dealing with Retailers

Never make any false promises ( Promises which you can not keep)

Whatever you do, rubs on your Company. Hence you must be very professionalwhile dealing with a chemist

Be humble and give respect. Remember respect commands respect

Pay a regular visit. Regularity means assurance of trust and credibilityFollow up of Personal Order Booking (POB). Make sure that his order is executed

on time

8/3/2019 Retail Chemist Probing-Do's & Don'Ts

2/3

Exercise

Approach : What were the opening words used ?

Does he know the first name of the retailer ? Y / N

Did he try to know the first name of the retailer ? Y / N

Which ______________________ brands are selling on the counter ?

_____________________________ _____________________________

_____________________________ _____________________________

How much each _______________________ is selling in Boxes / Strips perweek ?

_____________________________ _____________________________

_____________________________ _____________________________

Who are the major prescribers of ____________________________ Brands ?How much these prescribers contribute to the sale ?

Brand : ___________________Contribution Brand :___________________ContributionTo sale To sale

Dr.________________ _________________ Dr.________________ _________________

Dr.________________ _________________ Dr.________________ _________________

Dr.________________ _________________ Dr.________________ _________________

Information About _______________________________( Your Brand)

8/3/2019 Retail Chemist Probing-Do's & Don'Ts

3/3

How much _____________________ is selling on that counter ?

Brand Boxes / Strips per month

________________________________ ______________________________

________________________________ ______________________________

Who are the major prescribers of ________________________ ? How muchthese major prescribers contribute to the sale ?

Contribution to Sale

Dr. _____________________________ ______________________________

Dr. _____________________________ ______________________________

Dr. _____________________________ ______________________________

What is the stock level of _____________________________ and competitors

Brand Stock Competitors Brand Stock

_____________ _____________ __________________ __________________

__________________ __________________

__________________ __________________

__________________ __________________