Depending on the situation I would prefer which cycle to opt for, usually a long sales cycle as it gives enough time to know the physician and can spend time educating him about the benefits and uses of the product. However, if the physician is well-informed about the product, then short sales cycles would be more preferable.
The role of a Product Manager is
► Market Analysis
► Segment Analysis
► Competitor Analysis
► Qualitative and Quantitative research
► Planning and Preparing the marketing mix
► Delivering the marketing mix
► When did the distributor deliver the last order to the chemist
► What is the distributor frequency of visit
► What category of your drugs is the prime focus of his purchase and in what quantities
► Would you like to inform the pharmacy staff about a new drug launch
► Do you have any question about generic substitutions
The unspoken questions: How do you work? Is your work style organized or improvised? Will you fit into our culture, or be a maverick? Will we have to worry about you? Are you likeable?
Response: Tell the truth, but don't focus on minutiae. This is your chance to highlight traits that are helpful in pharma sales jobs, such as initiative, organization and the ability to follow through.
The unspoken question: Do you have the drive it takes to build your margins?
Response: Everyone says they're an eight or nine, which features job interview tips for pharma sales reps and other professionals. "But you also need to explain why you are that kind of person," he says. "Give some situations of how you're competitive both on and off the job."
The unspoken question: Are you optimistic enough to succeed?
Response: No matter what you really believe, the answer they want is yes. And prepare to give examples. "Even if you've hit a stretch of bad luck, you must find the nuggets of gold in your life,"
Marketing mix refers to the set of actions, tactics which a company uses to promote its product or brand is referred as Marketing Mix.
Your sales depend on how often you see your physicians and make contacts. To achieve maximum sales it is desirable to make maximum calls and fix the appointments. On average, any company demands around 10-12 calls a day.
A sales call of a med representative does not end like that or normal sales call. Instead it sounds like offering an option like
► Trial usage
► Repeat prescription
► Continued usage
► Extended usage
► Expanded usage
Once the client or physician identifies it requirement, it will choose one of this option.
► Try to communicate with their staff (receptionists, medical secretaries, practice nurses, etc.)
► Send him product information and literature through e-mail
► Drop literature regarding product to their clinics
► Invite him to speaker meetings and see him at CME meetings