ADD Sales Meeting 25-26 Januari 2005

Summary of Sales Meeting

1. Hypothyroids by Dr. Jaganathan (Scientific Affairs)

- Main focus is hypothyroids during pregnancy
- Create potential market based on the data received
- Data collection in Indonesia (100 patients/sales) starting Feb 07 until June-
2007

2. Information about Abbott being acquired by GE

- What to tell to the customer (list of information needed will be e-mail by
Rafi to sales people)

3. Refresh CSS
- The three driving principles :
1. Focus on the customer
2. Pursuade through involvement
3. earn the right to advance --- close to deal, moving to the next step

- Fundamental sales skill :

1. Connecting
2. Encouraging
3. questioning
4. confirming
5. providing
6. checking

high-gain question produce high-quality information, starting w/ 6 W and How

4. Role Play about price increased, starting to announce on 1st Feb for Marchs new
price
- Inflation
- Absorp of cumulative inflation since 2001
- Last price increased was in 2001
- Product cost
- Important to know every details in customer agreement as a bargaining
power when to make deal w/ them, if necessary always provide yourself
w/ copy of agreement letters everytime u go to the customer
Important things :
- Starting w/ nice approach to give information about price increased
- never loose power on your customer, u are the decision maker for your
customer
- always cross-check an important information

Prepared by Annik Mayseptyana

 ADD Sales Meeting 25-26 Januari 2005
5. Business Review
- up-date Phoenix complete database for each sales customer
- Weekly Phoenix updated (prefer on Friday)
- Weekly plan, used ADDs CSS template (prefer on Friday)
- business review template and presentation for core customer
- Mitra Kemayoran and Mitra Kelapa Gading usual discount is 32.5%.

Prepared by Annik Mayseptyana