retail chemist probing-do's & don'ts
TRANSCRIPT
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8/3/2019 Retail Chemist Probing-Do's & Don'Ts
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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
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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)
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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
_____________ _____________ __________________ __________________
__________________ __________________
__________________ __________________
__________________ __________________