ТРЕНИНГ МЕДИЦИНСКОГО ПРЕДСТАВИТЕЛЯ. ВИЗИТ К ВРАЧУ
О программе
Содержание
Преподаватели
Продолжительность обучения: 16 уч. ч.
Цель тренинга: выработать и усовершенствовать навыки взаимодействия медицинских представителей с врачами стационаров и поликлиник, учитывая особенности фармацевтического рынка Беларуси.
Данный тренинг позволит медицинским представителям Вашей компании овладеть техникой продаж лекарственных средств, сформирует алгоритм взаимодействия «медицинский представитель - врач».
I. Определение понятия продажа. Продажа как процесс удовлетворения потребностей клиента с помощью товара (фармацевтических препаратов компании).
II. До визита к врачу
Планирование и подготовка визитов к врачам:
- Планирование рабочего дня согласно приоритетам; планирование маршрута на день.
- Постановка целей визита к врачу в соответствии со SMART-критериями.
- Подготовка визита к врачу в соответствии с целью.
Практическое задание: «Постановка целей визита к врачу» с использованием «Карточки клиента»
III. Во время визита
Приветствие и представление. Какие приемы использовать для того, чтобы наладить отношения с врачом.
Выявление и оценка потребностей клиента:
- Как выяснить потребности врача в лекарственных средствах компании при первичном и последующем визитах. Какие вопросы задавать для получения наиболее полной информации. Как слушать и удерживать беседу под контролем.
Ролевая игра: «Приветствие и представление. Оценка потребностей врача в лекарственных средствах компании при первичном / повторном визите»
Презентация:
- Какие инструменты презентации может использовать медицинский представитель во время визита
- Продажа преимуществ лекарственных средств компании. Как сделать презентацию своих лекарственных средств, чтобы добиться цели и побудить врача использовать предлагаемый Вами препарат в своей повседневной практике.
Практическое задание: «Продажа преимуществ лекарственных средств компании»
- Как правильно сообщить о цене лекарственного средства
Ролевая игра: «Приветствие и представление. Оценка потребностей врача в лекарственных средствах компании при первичном / повторном визите. Презентация лекарственных средств»
Преодоление возражений:
- Что такое возражение. Причины возникновения возражений. Основные виды возражений.
- Преодоление конкретных возражений. Преодоление общих возражений.
Практическое задание: «Преодоление возражений врача»
Завершение визита различными способами
Ролевая игра: «Визит к врачу»
IV. После визита
Анализ и администрирование в работе медицинского представителя:
- Анализ визита.
- Администрирование своей работы. Оформление «Карточки клиента». Планирование дальнейшей работы с клиентом.
Закрепление материала происходит во время практических упражнений и ролевых игр в течение тренинга.
Татьяна ЧердынцеваПервый заместитель директора БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ, академический директор программы MBA General, бизнес-консультант, преподаватель программ по бизнес-стратегии, процессному управлению, HR-менеджменту.
Член рабочей группы по реализации «Конц
Читать далееЗаявка на обучение
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}
["catalogpreview"]=>
object(Zend_Controller_Router_Route)#74 (17) {
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NULL
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NULL
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bool(false)
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array(0) {
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string(1) ":"
["_urlDelimiter":protected]=>
string(1) "/"
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string(1) "#"
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NULL
["_variables":protected]=>
array(0) {
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array(3) {
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["_defaults":protected]=>
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["_values":protected]=>
array(0) {
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["_wildcardData":protected]=>
array(0) {
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["_staticCount":protected]=>
int(3)
["_isAbstract":protected]=>
bool(false)
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NULL
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array(0) {
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["_chainNameSeparator":protected]=>
string(1) "-"
["_useCurrentParamsAsGlobal":protected]=>
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*RECURSION*
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*RECURSION*
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}
["_throwExceptions":protected]=>
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string(0) ""
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string(0) ""
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string(0) ""
["_captureLock":protected]=>
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NULL
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string(6) "layout"
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NULL
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NULL
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array(0) {
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["_enabled":protected]=>
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NULL
["_filterTypes":protected]=>
NULL
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["_defaultProfilerClass":protected]=>
string(16) "Zend_Db_Profiler"
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NULL
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["_environment":protected]=>
NULL
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array(5) {
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string(11) "phpsettings"
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string(12) "includepaths"
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string(9) "bootstrap"
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string(12) "appnamespace"
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string(9) "resources"
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array(5) {
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string(4) "UTF8"
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["_pluginLoader":protected]=>
object(Zend_Loader_PluginLoader)#7 (4) {
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array(0) {
}
["_loadedPlugins":protected]=>
array(3) {
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["Layout"]=>
string(32) "Zend_Application_Resource_Layout"
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string(28) "Zend_Application_Resource_Db"
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array(1) {
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string(26) "Zend/Application/Resource/"
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["_useStaticRegistry":protected]=>
NULL
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["_pluginResources":protected]=>
array(3) {
["frontcontroller"]=>
object(Zend_Application_Resource_Frontcontroller)#12 (4) {
["_front":protected]=>
NULL
["_bootstrap":protected]=>
*RECURSION*
["_options":protected]=>
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string(1) "0"
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string(7) "options"
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string(0) ""
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string(0) ""
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string(0) ""
["_captureLock":protected]=>
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NULL
["_captureKey":protected]=>
NULL
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string(7) "content"
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bool(true)
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string(43) "Zend_Layout_Controller_Action_Helper_Layout"
["_inflector":protected]=>
NULL
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string(6) "layout"
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["_viewBasePath":protected]=>
NULL
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string(11) "Layout_View"
["_mvcEnabled":protected]=>
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string(36) "Zend_Layout_Controller_Plugin_Layout"
["_view":protected]=>
NULL
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string(5) "phtml"
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["_bootstrap":protected]=>
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NULL
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["_started":protected]=>
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NULL
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string(5) "_POST"
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NULL
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NULL
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array(0) {
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["_httpResponseCode":protected]=>
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["headersSentThrowsException"]=>
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string(6) "filter"
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string(6) "helper"
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string(5) "_POST"
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["_baseUrl":protected]=>
string(0) ""
["_basePath":protected]=>
NULL
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string(9) "programma"
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["_rawBody":protected]=>
NULL
["_aliases":protected]=>
array(0) {
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["_dispatched":protected]=>
bool(true)
["_module":protected]=>
string(5) "pages"
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string(6) "module"
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string(10) "controller"
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string(6) "action"
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["_helper":protected]=>
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["_actionController":protected]=>
*RECURSION*
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