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Pharmaceutical Marketing
Most of us think of putting some cash for a rainy day. There is other kind of reserve. This is the reserve of education or learning to see you through a possible crisis. Sales people are prone to neglect intellectual development, especially if they are doing well. The attitude of such people seems to be likely “Why should I worry?” the boss likes me. I am going great. That’s fine but circumstances can change quickly. Companies merge or bought out by other companies. These are often conditions beyond your control and should be planned for. This can be accomplishing education. The purpose is to make you more valuable to your employer. He should see you as a man to watch. Make sure you are in this category.
There fore prepare your self and keep preparing your self in terms of knowledge and education. We can attain this goal by going to college, but there are other means of self improvement. A conscientious program of reading can almost do the purpose in this regard. The self educated man is not a fictional character. All of the world’s knowledge is in the books and all we have to do is to open them. Each of you must find a way to self improvement. If you want knowledge you must work for it. It can not be bought in the super market. It must be earned. There is an advice I remember of one of my previous boss “that if you want to be one of top three persons of your field then you will have to spare 15 minutes daily to read any thing relating to your profession like if you are Representative you can read your product literatures or any thing relating to your products or jobs”.
Attracting Attention
The sales man who works at enriching their background are bound to attract the attention of the management. Look around you. One of your fellow sales men may some day Manager Operation. He is the one who is attending night classes or who already has acquired a good education. Added to this of course, this is the fact that he is an enthusiastic worker. Could this man be you?
Promotion Qualities
Please don’t get the idea that education, manners or clothes would be enough for promotion. Management demands other qualities also. Some people are born with these quantities and are natural leaders. Others may be top sales man but have no aptitude of management. But whether you move up to management or just want to be a better sales man, self improvement is necessary. The man who spent some time elevating himself will stagnate. If you are preparing for a promotion, you can asses your self by assuring your self by answering these questions:
• Do you feel that there is room for improvement in your education?
• Are you doing any thing to improve your self?
• Do you feel that you are attracting the attention of your manager?
• Do you feel confident and assured on your call?
• Can you hold an audience with out being shy?
If you answer most of the question in “NO” then this is clear that you must know following:
1. Knowledge of all your products.
2. Knowledge of competing products.
3. Basic selling skills (Like Pre-Call Analysis, Opening, Probing, Hammering, commitment and closing as well as After Call analysis.
4. Knowledge of timing of providers.
5. You should also have a master call list of your providers.
6. Knowledge of your territory (Means you could do mapping).