Doctor’s Call Objection Handling by Pankaj Srivastava


This course is ideal for every doctor facing Medical Representative/Executive.  This tells how to handle the doctor’s objection. This is important as once the doctors are satisfied with the answers given by the Medical Representatives/Executives facing the doctor, then the probability to prescribe that medicine are high.

What will you learn

1. Reasons for fear of doctor’s question.

2. How to overcome the fear of questions.

3. Techniques to handle question and concern.

Language: English

How to download course certificate: Watch Video

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Topics for this course

5 Lessons20m 51s

Doctor’s Call Objection Handling

Introduction: Why Doctor’s call objection handling is so important for generating prescriptions?2:18
Part 1: Attitude & Fears toward Questions and how to over fear of Questions6:01
Part 2: Advantages of handling the Questions, Skills required & difference between Concern and Question3:24
Part 3: Techniques – How to handle the questions4:42
Part 4: Case Study – What all information one needs to know about a doctor4:26

About the instructor

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

279 students


Material Includes

  • 5 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