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Launching a company in a new territory/area requires lot
of planning and hard work. A launch which is
meticulously planned and correctly executed will have
more chances of succeeding, than a launch which is done
in haste without proper planning and vision. This write
up/article is to delve into some of the important
aspects of planning that go into a successful launch.
Right from day one, the field force must be taught to be
strong and believe in the fundamentals, such as:
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Having the latest and correct customer list for each
product as per sales/marketing strategy.
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Regular visits to the customers at the desired
frequency.
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Desired number and quality of customer and trade
calls.
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Pen Order Booking (POB)/Retail Order Booking at the
desired level .Posting of all reports to all
concerned on time.
There
is a big difference between securing success from an
already existing territory than showing success from a
newly launched territory. In a newly launched territory,
the candidates should be very strong in fundamentals,
meet the right doctors for the right products, good in
detailing, and very regular in meeting the customers at
the desired frequency. Only then, gradually the Company
and its brand names will get registered in the minds of
the Doctors, and writing the brand names of the Company
will become a habit for the Doctors.
Choosing the right candidates, with the right
attributes, for the right job, is equally important. For
example, for the position of a Medical Representative,
we may look for the following important attributes from
a candidate:
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A
Science or Pharmacy graduate
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Fresh or with 1-2 years experience in the same field
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Good communication skill-local, as well as English
language. Candidate may preferably be from the same
territory/area (i.e. local candidate)
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Ethical orientation
For full text of this article contact the publisher on
info@kppub.com
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The above content is an
abstract only. For the full Article please contact:
KONGPOSH Publications Pvt. Ltd.
ICS House, C-19, Commercial Complex, SDA, Opp. IIT Gate,
New Delhi, India -110016
Tel.: 26855839, 20057149, Fax: 91-11-26855876
Email:
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