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ICE EDGE INITIATIVES(Pharma training institute and consultant) PRESENT

Medical RepresentativeMedical hand bookIce edge initiatives..

Happy to share with you all the launch of my book(Medical representative-Basics of medical science) by one of the most eminent personality of pharmacy field Prof Dr. Chandrkant Kokate-Dean KLE University Karnataka (http://www.kleuniversity.edu.in/administrat/vice-chancellor) at the 2nd National conference on emerging trends in pharmaceutical and biotechnological research

Ice edge initiatives..

Launch.

Launch.

Target customers..This book is specially designed for the graduates who want to join pharma industry or for those who have just joined and want to learn the basics as soon as possible so that they will interact with their customers with confidence.

This book is also helpful for the employees of existing pharma companies to have a refresher course as and when they need.

Need.???????Pharmaceutical sales representatives spendmost of their time on the road, talking with their customers(Doctors, pharmacists, stockists, semi-whole salers,hospital personnel and physicians) to promote their companys products and the volume of their sales.Pharmaceutical sale is not for everyone. Apart from basic selling skills, like how to ask questions and how to do presentations Reps must learn every aspect of the product they will be selling, from the underlying anatomy and physiology to competitor products!

Typical MR..????????What is a Typical-rep?Aside from giving away a few free samples, some shiny tie-pins and embossed names on calendars, or maybe a magnetic frame to put on Doctors door Do the present day pharmaceutical sales reps have enough sales and marketing knowledge to engage & enthrall physicians? Do they have the knowledge of basic medical science and confidence to deliver the messages with full confidence and clarityIf the answer is no then you probably have an army of Typical-reps! Who visits the doctors, deliver the messages, give the samples or inputs and comes out.

Difference. Old EnvironmentNew EnvironmentVery less no. of companies and field forceCountless no. of companies and field forceLess pressure on customersExtreme pressure on customersVery less expenses to be spent on field forceHuge expenses to be spent on field forceProduct detailing was the keyProduct detailing with the understanding of customers is the keyMuch more time to spent in doctors chambersOnly 2-3 minutes are availableFocus was on ethical marketing with emphasis on product knowledgeFocus is on marketing to get revenue with emphasis on sales

AdvantagesSales force training is one of the most critical aspects of success and most pharma companies have realized this fact and have gone to great lengths to ensure high quality of their training procedures and materials. Some have even set up corporate sales training departments, and some are calling external experts to train incoming and experienced sales representatives. The main reasons for relying on a thorough training process are:Right message to the right customer at right timeImproved customer relations because of relevant messagesIncreased productivity in sales and confidence of employeeIncreased sales with consistencyImproved morale and confidence of the employeesReduction in attrition

USP of the book..Subjects has been designed in a very simple and descriptive language with the help of pictures and theory both.Alignment of the subjects are in such a way that the reader will always find a connection between the previous and next pages while going through the book.Each of the subjects covered is very much relative to the day to day work of a medical representative and their interactions with the customers in market place.Subjects of the book are so much relevant to the job profile of a medical representative that he will love to go through the subjects and put all his effort to grab it forever. Initiative behind the designing of this book, is to involve the field staff in learning the basics and lead from the front by answering the queries of their customers with confidence.

USP of the book...Each topic is followed by a progress check question and answer sheet, which will provide a opportunity to know about the learning's immediately after completing the topic.After giving this book to your field staff, there is very little need for them to call for the basic training of medical science at head office or any other place, hence saves the time of both on basic learning.Printing and designing quality is so meticulous that words and pictures are very clear and easy to understand.The book is very handy and easy to carry, hence a medical representative can keep this in his bag and use as and when needed, in a hospital or clinic or during tour.

How its useful.??????????Every month companies spent lot of money on providing samples and promotional inputs to their field staff.These may be in the form of small gifts or any useful items tobe used by a doctorPens,Paper-weight,Umbrellas,Pen-stand,Pads,Mobilestands,Tie-pins,Ties etc..

How its useful.??????????Cost of these items per piece must be around Rs. 100-150 and in total around 2000-2500/- per field staff.

However the question is .are you the only one providing that input or gift to the doctors????certainly not.Hence doctors can use those inputs only once or twice and then after that whatever comes is either for distribution purpose or to be collected at one place and disposed off later onall your effort and money????

Usefulness..Now coming to this book its not for distribution purpose to the customers..this is for knowledge upgradtion of your field staffHence no wastage and act as a ready reckoner knowledge bank for your field staff.This may be kept in the bags of your field staff and they can go through the subjects at free time in doctors clinics.Cost effective/One time investment--------As this will be always available with your field staff.You have not to spent much more time on basics while conducting a meeting or product launch.Confidence of your field staff will always remain high while interacting with customers

Have a look at some of the pages of this book

Classes of antibiotics as per Gram staining

Staphylococci difference

MIC/MBC.

Gram+ve aerobic bacteria

Streptococci.

Anaerobic bacteria..

Cephalosporins..

B-Lactamase inhibitors.

Antibiotic resistance..

The Tissues

Autonomic nervous system..

Bioavailability..

pH Value...............

Index.

Index.

Summary

Thank you