1. ‘The Right Stuff’
for More Productive Selling
in Pharma Business
Presented By
Masum Chowdhury
Manager, SBMD
Asiatic Laboratories Ltd.

2. • Right Customers: Segmenting physicians in
such a way that is actionable and prioritizes
true opportunities.

3. • Right Frequency: Finding how open each
physician segment should be contacted and
through what channels.

4. • Right Message: Choosing which message
best matches the individual priorities of the
physicians.

5. • Right Size: Identifying how many sales reps
are truly needed.

6. • Right Deployment: Appropriately setting up
territories to support this sales model.

7. • Right Training: Shifting the focus to the
quality of the relationship.

8. • Right Tools: Keeping the sales Rep focus
on selling and not reporting.

9. • Right Motivation: Setting the metrics and
compensation to support the right behaviors.

10. • Right Targeting: Proper and precise targeting
of doctors becomes a prime importance for
the companies to sustain their growth

11. Thanks

12. Prepared By
Masum Chowdhury
Manager,
Strategic Brand Management Department
Asiatic Laboratories Ltd.
masum.pha@gmail.com, +880-0171-7642874