Vivek Mehrotra
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WORD oF CAUTIONS

A WORD OF CAUTION HERE

For obtaining this information you will have to visit indoor wards of hospitals. Never visit in the morning or evening. As this is the time when both junior doctors as well as nurses will be busy with senior doctors. Best time to visit wards is between 12.00 noon to 4 pm.

A WORD OF CAUTION HERE

If you ask your doctor for coming after some time or some other day and you do not turn up at that time, it will leave a very bad impression upon your doctor. It will reflect your casualness. Contrarily, if you turn up at appropriate time, chances are there that your doctor will meet you immediately.

Similarly, once you have sent your visiting card to any doctor, you are supposed to wait for him till he calls you. Because if he calls you and you are not available it will again leave a bad impression on him, not only about you but about your company as well.

A WORD OF CAUTION HERE

When you want to highlight one or two complete sentences, such as references, do not move your pen/pointer along with its length. Instead place it at the start of the sentence and verbalize it.

A WORD OF CAUTION HERE

Modification does not mean to cut short the text, just for the reason that your doctor might be bored with the detailing of the same visual-aid. Though you might be bored, as you have detailed the same visual-aid to all the doctors of your territory, on an average 10 doctors per day for the last one or two months. Yet your doctor may not get bored as he has listened to your detailing only once or twice in the same period. Otherwise when you detail keeping in view the need and likings of a doctor, the question of getting bored does not arise.

A WORD OF CAUTION HERE

Never ask a question which can be answered negatively such as “Do you prefer (Cephalexin)?” Instead you should make a direct request to your doctor such as:

  • “Doctor, please prescribe (brand name) to your next six patients, whom you diagnose (indication)” or “Doctor, please give a share of your prescriptions for (brand name)”.
  • “Doctor, here are few samples of (brand name) please try (brand name) on few of your patients. If you get satisfactory results then may I request you to prescribe (brand name)?”
  • Doctor, should I send initially 10 to 20 packs of (brand name_ for your dispensary?

A WORD OF CAUTION HERE

While providing these samples, avoid the word ‘ask; i.e. “Doctor, here are the sample you have asked for”. On the contrary, you should say like this “Doctor here are the samples as desired”. Though there is a title difference in both of these approaches yet these small and simple things matter a lot.

ANOTHER WORD OF CAUTION HERE

Do not try to remind your product specially when you are providing these samples. It automatically reminds him about it. Otherwise your doctor may feel that you are doing this favour just to get a favour for yourself. Let this gesture be felt by the doctor with his/her heart.


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