SMART_Objective_&_Pre_Call_Planning_Customer_Analysis

PRE-CALL PLANNING

Pre-call planning can assist the salesperson to:

·        Prepare market analysis.

·        Review customer background/records.

·        Set SMART objective for each call.

·        Prepare promotional materials suitable for each customers.

SMART_Objective_&_Pre_Call_Planning

MARKET ANALYSIS

The salesperson need to understand the customer’s selling process. Market analysis is the activity that helps to review the following point with respect to different customers:

·        Geography and demographics.

·        Location of the customers; doctor/pharmacy/hospital.

·        Customer performance versus competition.

·        Meeting customer expectation and becoming a working partner.

·        Distribution and stock availability.

·        Local prescribing profiles.

·        Dispensary types.

·        Customer types.

SMART_Objective_&_Pre_Call_Planning

THE CUSTOMER’S CUSTOMER

In order to understand the customer’s selling process better, it is useful for a salesperson to be familiar with different kinds of patient profiles. Patients generally fall into the following categories:

·        Agreeable

·        Practical

·        Trendy

·        Value

·        Top of the rang

·        Safe

·        Status

Agreeable

These customers respond to advertising and promotion. They are usually brand and physician loyal.

Medical Sales Representative Job Description and Career

Practical

These customers like the best price option but pay attention to product details.

Trendy

They ask for latest, most popular product, they have little product loyalty.

Value

Cost conscious who do not visit the physician unless they need a product.

Top-of-the-range

These customers do not worry about the cost of the product; they want the best treatment.

Safe

These are customers who like to stick to one brand, because they know it.

Status

These customers only want the most up-to-date treatment and buy on impulse and have very little product loyalty.

Proficiency_in_Selling_Technique_of_Sales_Process

CUSTOMER TYPES

There are different ways in which we can sell to our customers depending on their individual style and interests e.g. family , hobbies, etc. knowing something about the customers allows us to have and individual approach to each one.

Customer types:

·        Tough

·        Indifferent

·        Aggressive

·        Friendly

·        Know it all

·        Low reactor.

Tough customer

This customers is never satisfied with your product or service. This customer is the same to all the salespeople in the industry.

Indifferent customer

This customer has no perceived or visible need for your company, product or service. (He does not feel he needs your product or your service.

Aggressive customer

This customer adopts a hostile approach to your selling and does not allow you to perform the steps of the selling process.

Friendly customer

This customer display a friendly and co-operative approach. He will co-operate with you and all your opposition. He like to be liked and does not want to appear obstructive . he easily misleads salespeople into believing that he has bought from them.

Know it all customer

This is a difficult customer. He does not listen to the salesperson’s point of view, as he believed he knows it all. It is difficult to get this customers to participate in interactive sales discussion.

Low reactor customer

This customer shows little or no response to your exploring or statements or, in fact, to anything that a salesperson says or does.

CUSTOMER RECORDS

These allow the salesperson to review the past sales and buying habits of the customers, allow the salesperson to pick up the sales call where the last call left off.

OBJECTIVES – GETTING “SMART”

Objectives need to be set in a manner that allows you to review them post-call. It is therefore essential to set objectives before each sales call.

Everyone should be familiar with SMART objectives. It is however worth reinforcing their importance here.

S    -   Specific

M   -  Measurable

A    - Ambitious

R    -  Realistic

T    -  Timed

SMART_Objective_&_Pre_Call_Planning

Specific

Know what it is you want to achieve from any given call.

For example, to get prescription (8 vials) of ABC injection daily from 2 any one disease.

Measurable

Can you monitor your objective via sales figures, customer calling or revisiting the customer?

For example, monthly 60 prescriptions i.e. 240 vials to measure the movement.

Ambitious

Does it ‘stretch’ you to achieve but can still be done.

Realistic

Can it really be done?

For example, records show this doctor treats average 4 case of ABC disease in a day with different antibiotics.

Timed

To be completed by a certain date ( by the end of…).

Objectives should always be written down to allow the salesperson to review whether they were achieved or not. ( like a day’s planning)

Smart exercise        

Give some examples of SMART objective you set for yourself in your everyday selling situation.

Write your own SMART objective in your notebook and write on comment box for your first following the training course.

S…………….?

M…….…….?

A…………...?

R……….…..?

T……….…..?

SMART_Objective_&_Pre_Call_Planning

PRE-CALL PLANNING SUMMARY

Pre-call plan:

·        Market analysis

·        The customer’s customer ( like Patient)

·        Customer types

·        Days planning

·        SMART objective

·        Preparation of the ‘bag’
     


     In This post we was learn about how to make pre call planning and SMART objective. this lesson is very useful for us if we are a professional salesperson. Because all marketing strategy are want planing and if we want business from other person so we need his pre planning. 

      if we have done this part it means we have clear goal and we know purpose of doctor meeting 

    So friends thank you very much if you are like my post so please share. any query about this post please comment us.  don't forget my new post and please click notification on and subscribe your email for newsletter. if you like this post please share thank you.