Sales Observation: Company Claris Lifesciences Limited Name Nisarg Patel Post Territory sales manager Area Gandhinagar

agar Clients Doctors

Pre sale preparation The total idea and the knowledge about product was taken. Then different strategies were considered for the meeting the clients to convince them to use claris products.

Prospecting As Nisarg Patel was territory sales manager for the critical care department, following category of doctors were taken for consideration: -

1. Cardiologist 2. Orthopedic 3. Dermatologist 4. Gynecologist Pre-approach before the interview The appointment was taken from the reception desk and he also maintained the relationship to the receptionist.

Approach to the customer he also maintaine the excellent relation with doctors hich is the key factor in the pharma industry.

Sales Presentation He gave information about the product of the company with his companys literature.

Follow up action On asking him about his follow up action I came to know that he met all doctors second time in the weekends for follow up.

Handling customer objections In one of the calls the doctor behaved rudely with him as he was dissatisfied with some of the top management of the company. He showed excellent listening power and handled the situation gracefully.