Doctor’s Call Objection Handling


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

<strong>Join Pankaj Srivastava</strong>
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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 is having a Pharmaceutical experience of more than 37 years. Out of that 33 years, spent with  Sanofi and MSD Pharmaceuticals. Don different roles in Sales, Marketing and Training. His last assignment was General Manager( Training and Business development) with Shield Healthcare. Conducted more than 70 soft skill session with Diabetologists and Endocrinologists. Spoke in national and International Diabetologists Meetings and in  some Business schools. Master Trainer from NSDC, Logchain India and ISTD. Passionate to improve the knowledge and skill levels of Professionals especially belonging to Pharmaceutical industry.
4.80 (5 ratings)

12 Courses

322 students


Material Includes

  • 5 Learning Videos
  • 1 Case Study
  • Course Certificate

Enrolment validity: Lifetime


  • 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

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