Handling Doctor’s Objection-Turn An Objection Into An Opportunity


This course is dedicated to the medical representatives of India and the MPOs of Bangladesh. This course is also for the first-line leaders and the second-line managers to impart on-the-job training to MRs and MPOs. The medical Representatives and the MPOs will learn that an objection is a selling opportunity, For this, they need sound product knowledge and confidence within themselves. This in turn will lead to better in-clinic performance.

What will you learn

  • Learn the art of handling doctor’s objection during call.
  • Convert an objection into an opportunity.

Language: English

How to download course certificate: Watch Video

*Caricatures credit: The caricatures used in this course are by Ms. Aditi Thakore of Ahmedabad.

Topics for this course

4 Lessons20m 38s

Doctor’s Objection Handling

Part 1: Why doctors raise objections?4:52
Part 2: What is an objection?2:11
Part 3: Six methods of handling objections during call12:11

About the instructor

The only reason why Vivek Hattangadi exists is to help the personnel in the pharma industry get proper learning and development opportunities. His focus is on the developing the skills of the young brand managers and the frontline sales managers who are the future building blocks of the industry. Vivek Hattangadi, a perpetual learner, carries with him 46-years learning experience in the pharma industry. He has been mentored by legends like Late Prof. Chitta Mitra and Late Prof. Tarun Gupta. He started his career as a sales-cum-delivery boy with a pharma stockist, worked hard to become a medical representative. He has substantial experience in sales management as well as brand management. He went on to be the Vice President of an Indian transnational pharma company. Vivek Hattangadi even today (i.e. before Covid-19 era), actively worked in the field along with the field staff of clients. This helps him get deep insights. He has also worked in Dhaka and Gazipur in Bangladesh and knows the pulse of the doctors of Bangladesh. And therefore, the tips he gives in his sessions, both off-line and on-line are in sync with today’s world realities. He then blends his learning’s with academics. Nothing which is theoretical and cannot be applied at the place of work! Vivek Hattangadi has authored six books on pharma branding, marketing and sales. This includes “WHAT THE PHARMA CEO WANTS FROM THE BRAND MANAGER” and “HOW TO GET DOCTOR’S ADDICTED TO YOUR BRAND: 13 UNSHAKABLE LAWS OF PHARMA BRANDING”. The sixth book was very recently released, ‘WHAT MADE YOU A MID-LEVEL MANAGER WILL NOT LEAD YOU TO THE C-SUITE: ARE YOU READY FOR THE BIG JOB?’ Vivek Hattangadi is also a guest faculty in many pharma business schools. Vivek Hattangadi, Mentor & Advisory Panel, PharmaState Academy represents PharmaState Academy at India and International levels.
4.69 (81 ratings)

66 Courses

2446 students


Material Includes

  • 4 Learning Videos
  • Course Certificate

Enrolment validity: 365 days

Target Audience

  • Medical Representatives
  • Medical Promotion Officer MPO
  • First Line Manager FLM
  • Field Sales Manager

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