Second Line Communication of the Medical Representative.

The medical representatives are required to have at any marketing point, first the entry communications. And this communication is normally done with the second line employees of the medical dispensaries and hospitals by the medical representatives. And to influence this segment is one of the key requirements for a medical representative to get access to the doctor (s).

Any introduction with that second line staff has to be simple, truthful, filled with respect and manners. The following is the flow of information:

1. Name of the self.
2. name of the company
3. designation.
4. purpose of arrival.
5. purpose of meeting
6. how much time shall be required.
7. confirming appointment.
8. noting the in the diary.
9. pre intimation.
10. meeting with the second line staff.
11. expressing thanks.
12. Entering into the doctors cabin.
13. end of the process.

Any interaction with the second line staff has to be in the language those personnel are comfortable. the medical representatives are obviously required to be proficient in the local languate. The role plays and modules are required to talk with the second line staff. Second line staff proficiencies are required in the following combinations :

• Mobile talks from outside.
• One to one talks at the premises.
• In few cases, there could be E mail communications.

Such role plays must be done with respect to the government hospitals, private dispensaries and individual practicing doctors.

drbmsharma.