pharma sales

Excellence in Pharma Sales – Certification Program

Module 6

POST CALL ACTIVITIES

After the call is done an important aspect required for success is post call activities. Remember nothing is done well if it doesn’t end well.

SYSTEMATIC POST-CALL ACTIVITIES

  • An organized post-call approach is a significant aspect of a successful sales call it will act as a catalyst in upgrading your relationship with the customer.
  • The first is truly setting aside the effort to do a post-visit evaluation and data entry.
  • You will need to genuinely self-evaluate the visit regarding execution versus your arranged goals of the call. This is very important aspect as self-evaluation is priceless.
  • Entering call data and experiences into the C.R.M framework as soon as possible is of paramount because while entering data when the work is fresh you would be able to recollect more. This is said because you can note down the names of customers you visited but the learning and experience can’t can be noted down.
  • What’s more, as a component of the post-call, you will design and play out any guaranteed subsequent exercises dependent on the client solicitations and bits of knowledge from the call.

FOLLOW-UP

As you are aware, customers regard organizations and executives who stay faithful to their commitments and are instant in following up.

Good follow-up distinguishes the successful representative from the average performer.

Follow-up is defined as a post-call activity that enhances the sales relationship with your customers.

  • THINGS TO KEEP IN MIND FOR AN EFFECTIVE FOLLOW-UP
  • Follow up should be planned.
  • Purpose of follow up should be well defined.
  • Follow ups can’t be generic it should be personalized to the customer and the situation.
  • Follow up should be timely.
  • It should be relevant to your customer’s need.
  • While making a follow up plan always try to exceeds the customer’s expectations.
  • Appropriate communication channel should be used for follow ups. Some doctors like it via a personal visit, some like it when its remote.

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