Doctor’s Call Motive | By Pankaj Srivastava


This course is relevant for doctor facing reps/executives of the pharma Industry. This talks about how Reps should have a proper call motive to have a profound outcome from the call. This is based on the overall understanding of the doctor, his/her prescribing habits, belief and behaviour of the doctor. Case study in this gives what all information rep should get to have a meaningful call Motive.

What will you learn

1. How to Prepare the doctor’s call motive.

2. Information needed to arrive call Motive

3. How good call motive is effective in Prescription generation

Language: English

How to download course certificate: Watch Video

Join Pankaj Srivastava
Join Pankaj Srivastava

Get regular Updates about Sales and Marketing Training Programmes

Topics for this course

5 Lessons19m 30s

Doctor’s Call Motive

Part 1: What is the Relevance of Doctor’s Call Motive4:28
Part 3: Case Study3:51
Part 2: Market Intelligence3:46
Part 4: Types of call motives & Steps to finalize call motives7:25

About the instructors

Pankaj Srivastava (MSc. (Zoology) ISTD diploma in Training & Development) is having 36 years of pharmaceutical experience. Worked in Sanofi and MSD as RBM, Marketing Manager & Training Manager with MSD. Last assignment was GM Training and Business Development with Shield Healthcare. Apart from conducting sessions to up-skill pharma professionals, my special interest area is also to conduct soft skill sessions with Doctors/ Paramedical staff and for students in Business schools. With Doctors( Profs/HODs) Endocrinologists/Diabetologists as well as in International Diabetic conferences conducted more than 50 sessions with them. I have a deep desire to bring a positive change to the careers of Pharma Professionals by sharing the experience & knowledge that I gained during my career.
4.75 (4 ratings)

11 Courses

270 students


Material Includes

  • 4 Learning Videos
  • 1 Case Study
  • Course Certificate


  • Access with Laptop or Mobile
  • Good Internet Connectivity

Target Audience

  • Medical Representatives MR
  • Area Business Manager ABM
  • Regional Business Manager RBM
  • Zonal Business Manager ZBM
  • Pharma Sales & Marketing