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MR OUTPUT SKILL MASTERS

Purpose

MR-OSM: MR OUTPUT SKILL MASTERS is designed to deal with the issues MRs are facing in the ever-changing environment of the pharmaceutical industry. To meet the expectations of doctors, you need not only knowledge of medicine, but also the skills to communicate with doctors by understanding their perspectives and way of thinking.

Expected Results

You will be able to:

  • Understand doctors expectations and feelings, resulting in making effective sales visits by dealing with them appropriately
  • Provide the information doctors are looking for, and distinguish yourself from competitors
  • Approach each customer more effectively by grasping who plays the important role in purchasing medicine.

Who should take this course?

  • Participants: MRs who have more than 3 years experience; MR managers.
  • Number: 20 per class
  • Period: 2 days

Course Program

Day 1
9:00

1. Orientation

  • Purpose of the course
  • Course Outline
  • Process of MR activities

2. Establishing trust

  • What is “Not believing”?
  • Skills of Establishment of Trust
    1. Communicating Sympathy
    2. Getting attention (interest)
    3. Elements of trust
17:00

3. Sharing of problems

  • What is “No need”?
  • What is a problem
Day 2
9:00

3. Sharing problems (continued)

  • Skills of “sharing problems”
    1. Needs
    2. Questioning
    3. Listening
    4. Sharing of problems
  • Role Play

4. Explanation of suggestion

  • What is “Not suitable”?
  • Skill to “Make suggestions”
    1. Elements of suggestion
    2. Merit of organization / Merit of individual
    3. Communicating SAS
    4. Promoting Decision
  • Role Play

5. Dissolving Concerns

  • What is “Cannot decide”?
  • Skill of “Dissolving concerns”
    1. Self management and sympathizing the other person’s position
    2. Steps to dissolving concerns
17:00

6. Summary

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