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Training Department

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Title: Training Department


1
Training Department
2
Group Presentation
WHAT
HOW
WHY
3
Formulating Objectives
  • Increase frequency of contact with doctors.
  • Win their confidence and support (business
    relations).
  • Increase awareness about our products.
  • Increase their readiness to Rx.

4
When They Are Indicated?
  • On issues of immediate interest.
  • For new introductions.
  • For special actions (new indications, new
    benefits new knowledge).
  • On special occasions (sales conference).
  • For medical pharmaceutical societies.
  • For a challenging sales situation decline,
    faster sales revenue.

5
  • Preparation.
  • Modulating Discussion.
  • Building Professional Presence.
  • Handling Challenging Behavior.

AGENDA
6
Effective Group Presentation General Guidelines
  • Provide a simple and faster message to a wide
    audience.
  • Should be conducted when they are indicative.
  • Should be competitive in standard and cost
    effective.

7
Planning For Group Presentation
  • Select the target group.
  • Become familiar with the meeting place.
  • Become familiar with the likes dislike of your
    customer/ their interest.
  • Secure the support of the most senior person.
  • If you are running the meeting on your own, dont
    invite more than 10 doctors.
  • Invite participants personally.

8
Planning For Group Presentation
  • Define your objectives for the meeting/ the
    desired outcome.
  • Prepare the materials equipments/ develop the
    presentation.
  • Practice rehearse the delivery.
  • Prepare the meeting room 1 hours before the
    meeting.

9
Should Be Organized Should Be The Best
  • As often as possible- not a routine issue.
  • To suit the interests of each particular
    audience.
  • On subjects of immediate interests.
  • Of high scientific standard.
  • Perfectly organized.
  • Well conducted.(later).

10
Group Presentation - Moderator
  • Must have a high level of knowledge, confidence
    skills with regard to
  • The product disease area being promoted.
  • Customers needs- likes dislikes.
  • Planning organizing meetings.
  • Leading a discussion.
  • Operating AV- equipment.
  • Public speaking.
  • Group dynamics.

11
Conducting The Meeting
  • Welcome the audience.
  • Begin on time.
  • Make your opening statement to get attention.
  • State the objective of the meeting.
  • Briefly out line the program.
  • Summarize the major points benefits.
  • Invite questions to initiate the discussion.
  • If no questions are asked, lead the discussion
    by.
  • open probes.
  • Review the main benefits ask for commitment.
  • Thanks the audience to end the discussion.

12
Actions To Be Taken After The Meeting
  • Prepare your feedback report to help you
  • Keep record of your meetings.
  • Know customers attitudes habits.
  • Organize follow up visits future meeting.
  • The report should include
  • Time , date the group of audience.
  • Subject of the meeting.
  • The product presented.
  • Number of attendance / cost.
  • Names specialty of doctors attended.
  • Reactions questions of the participants.
  • Plan of follow up action.

13
Effective Group Presentation
Useful Points To A Successful Presentation
  • Make sure the presentation is necessary.
  • Develop an agenda send it out in advance.
  • Give careful consideration to those being
    invited.
  • Give the meeting your undivided attention.
  • Be prepared.
  • Control the audience.
  • Keep to the agenda.
  • Conclude by summarizing the highlights.
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