Area sales manager……………………….

What are the qualities which you want your

field staff(M.R.) to exhibit in

himself?????

Field staff……………………………………… Medical Representatives are the building blocks of a company. They form

the platform of company in front of customers and share the vision,promote the products of company and achieves the given objectives, inturn which get converted into revenue for the company.

Medical representatives are the key point of contact betweenpharmaceutical and medical companies and healthcare professionals,promoting product awareness, answering queries, providing advice andintroducing new products. Excellent sales skills are a key requirementfor medical representatives.

Medical sales representatives (widely referred to as 'reps') are a key linkbetween medical and pharmaceutical companies and healthcareprofessionals. They sell their company's products, which include medicines,prescription drugs and medical equipment, to a variety of customersincluding GPs and hospital doctors, pharmacists and nurses. They workstrategically to increase the awareness and use of their company'spharmaceutical and medical products.

Field staff………………………………………

Qualities………………………………………. There needs to be some basic qualities which a medical representative

must have in its behavior and communication. Some of the most importantones are…

Effective communication

Positive attitude

Ready to learn

Accept changes

Interpersonal skills

Well groomed

Basic intelligence

Good planner

Honest in nature

Values commitment

Valuable team player

Effective communication……………… Process by which we interact with other person by saying or

signaling(verbally or inverbally) something and the other person actsaccordingly to do so is considered to be an effective communication.Effective communication takes place only when the listener clearlyunderstands the message that the speaker intended to send.

Hence the communication must be very clear, audible and transparent.Someone who can effectively communicate thoughts, ideas, and feelings isbetter equipped for success both on the job and in personal relationships.

Positive attitude…………………………… This can be defined as an expression of favor or disfavor toward a person,

place, thing, or event. This can be also defined as the way people respondto the different situations of life in different atmosphere may be positiveor negative.

Attitudes are evaluations people make about objects, ideas, events, orother people. Attitudes can be positive or negative. Explicit attitudes areconscious beliefs that can guide decisions and behavior. Implicitattitudes are unconscious beliefs that can still influence decisions andbehavior.

Ready to learn……………………………… Learning is always considered to be a continuous process which can be

taken up at any stage of life. Like that a medical representative has theability and will to accept the learning's at every stage of his job.

This will help him to interact the customers with much more confidenceand enthuasism.Also this will help him to grow professionally in theorganization and accept new roles and responsibilities.

Learning's must be always from both side i.e. company to employees andfrom the employees feedback to company.

Accept change……………………………… Change is the only constant. Keeping this in mind a medical representative

must have the ability, willingness and confidence to accept the change andadapt accordingly.

Managing the changes effectively in his territories and behavior willdefinitely leads to success not only in achieving his objectives, but it alsohelps him to be projected as a probable suitable candidate for furtherresponsibilities to capture in organization.

Change means you’re growing and learning. Change means you’re tryingnew things and understanding more about yourself

Interpersonal skills………..……………… The ability of an individual to have cohesive association between each

other, where both of them remains in symbiotic relationship with eachother and benefiting each other in a very inclusive atmosphere.

Interpersonal skills are the life skills we use every day to communicate andinteract with other people, both individually and in groups.People whohave worked on developing strong interpersonal skills are usually moresuccessful in both their professional and personal lives. People with goodinterpersonal skills are usually perceived as optimistic, calm, confidentand charismatic qualities that are often endearing or appealing to others.

Well groomed……………….……………… First impression of an individual provides a lot about his personality. This

first impression is of your dressing sense, body language andcommunication. Hence its very important for a medical representative tobe well dressed and groomed so that he represents his company in adecent and acceptable manner.

As basic well groomed means…proper combing of hairs, shaving doneproperly, nails properly cut, shoe polished, buttons tucked, eye soothingcombination of clothes, well handling of accessories like tie,mobile,handkerchief,pen,pocket diaries etc.

Basic intelligence…………..……………… A medical representative must have the basic intelligence for carrying out

his day-to-day activities in an efficient and proper way. He do not needsmore instructions on conducting these basic activities and is capable ofhandling these, so that his manager can focus on other more importantconversions, CME programmes and the development of employee.

Day-to-day activities include…daily work plan, distribution of samples andinputs, conducting free check-up camps, order collections, conductingRCPA,Utilisation of resources, providing feedbacks timely, posting DCRtimely,identifing KOL’s and so on…..

Manager

Guidance

Coaching

KOL Development

CME Programm

es

Daily work plan

Inputs and samples

Order collections

Free check-up camps

Utilization of resources

Providing feedbacks

Posting DCR timely

Identifying KOL;s

RCPA

Good planner………………..……………… Good planning means half of the work done. Hence a medical

representative must have the basic idea of planning his budgets(both valueand unit wise) and working plan. This will help him to conduct activitiestimely and precisely. This will also help him to spare time for hisprofessional development by spending time on learning.

While planning his budgets an employee must break down his budgetsweekly, check his progress regularly and acts accordingly for further stepsto be taken in this regard. This will keep him away from last minute load.

Stockist wise

Budgets must be

distributed between

the stockists

Product wise

Budgets must be

segregated product

wise

% wise

Budgets must be

differentiated in % between

the stockists

and products

Honest in nature…………………………… A medical representative must be honest in nature while conducting his

activities, behavior and in providing feedbacks. This is too much ofimportance because based on these companies plan their furtherstrategies and action plans.

Honesty means being trustworthy, loyal, fair, and sincere. Also it should bea practice for the employee to be honest in almost every situationswhether the manager is present or not or someone is watching him or notwatching.

Honesty

Honesty is being truthful and sincere. Itis important because it builds trust.When people are honest, they can berelied or not to lie, cheat or steal. Beinghonest means that you accept yourself asyou are. When you are open andtrustworthy,others can believe in you.

Values commitment…….………….…… Once promised to do a work ,must be done on time exactly as decided with

utmost sincerity and dedication without any hesitation is considered to bethe thumb rule of commitment.

This is very imperative for an employee as this will project him as credibleand reliable in the eyes of customers and management. Customers canhave faith on him and they may provide their full support to him in returnof his services on time and as decided. Organization have confidence onhim and in due course of time can provide him bigger responsibilities tocarry on depending on his strengths and capabilities.

Valuable team player…….……………… Being the part of a team, a medical representative must project himself as

a valuable team player. This means that when and where needed he willhelp his district to achieve the given objectives, provide guidance as per hisstrengths, help in utilization of resources and share the best practiceswhich are yielding results in his territory.

Being a team player will help you develop worthwhile relationships withcoworkers and make you look better to your bosses. Part of beingsuccessful at work is having the skills to work together with your coworkersand be a valuable part of the team.

Thank You