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, in
turn which get converted into revenue for the company.
 Medical representatives are the key point of contact between
pharmaceutical and medical companies and healthcare professionals,
promoting product awareness, answering queries, providing advice and
introducing new products. Excellent sales skills are a key requirement
for medical representatives.
 Medical sales representatives (widely referred to as 'reps') are a key link
between medical and pharmaceutical companies and healthcare
professionals. They sell their company's products, which include medicines,
prescription drugs and medical equipment, to a variety of customers
including GPs and hospital doctors, pharmacists and nurses. They work
strategically to increase the awareness and use of their company's
pharmaceutical 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 important
ones 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 acts
accordingly to do so is considered to be an effective communication.
Effective communication takes place only when the listener clearly
understands 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 is
better 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 respond
to the different situations of life in different atmosphere may be positive
or negative.
 Attitudes are evaluations people make about objects, ideas, events, or
other people. Attitudes can be positive or negative. Explicit attitudes are
conscious beliefs that can guide decisions and behavior. Implicit
attitudes are unconscious beliefs that can still influence decisions and
behavior.
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 the
ability and will to accept the learning's at every stage of his job.
 This will help him to interact the customers with much more confidence
and enthuasism.Also this will help him to grow professionally in the
organization and accept new roles and responsibilities.
 Learning's must be always from both side i.e. company to employees and
from 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 and
adapt accordingly.
 Managing the changes effectively in his territories and behavior will
definitely leads to success not only in achieving his objectives, but it also
helps him to be projected as a probable suitable candidate for further
responsibilities to capture in organization.
 Change means you’re growing and learning. Change means you’re trying
new 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 each
other and benefiting each other in a very inclusive atmosphere.
 Interpersonal skills are the life skills we use every day to communicate and
interact with other people, both individually and in groups.People who
have worked on developing strong interpersonal skills are usually more
successful in both their professional and personal lives. People with good
interpersonal skills are usually perceived as optimistic, calm, confident
and 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 and
communication. Hence its very important for a medical representative to
be well dressed and groomed so that he represents his company in a
decent and acceptable manner.
 As basic well groomed means…proper combing of hairs, shaving done
properly, nails properly cut, shoe polished, buttons tucked, eye soothing
combination 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 needs
more instructions on conducting these basic activities and is capable of
handling these, so that his manager can focus on other more important
conversions, CME programmes and the development of employee.
 Day-to-day activities include…daily work plan, distribution of samples and
inputs, conducting free check-up camps, order collections, conducting
RCPA,Utilisation of resources, providing feedbacks timely, posting DCR
timely,identifing KOL’s and so on…..

Guidance
Daily work Providing Posting
plan feedbacks DCR timely

CME
Inputs and Utilization Identifying
Programm Manager Coaching
es samples of resources KOL;s

Order Free check-

RCPA
KOL collections up camps
Development
Good planner………………..………………
 Good planning means half of the work done. Hence a medical
representative must have the basic idea of planning his budgets(both value
and unit wise) and working plan. This will help him to conduct activities
timely and precisely. This will also help him to spare time for his
professional development by spending time on learning.
 While planning his budgets an employee must break down his budgets
weekly, check his progress regularly and acts accordingly for further steps
to be taken in this regard. This will keep him away from last minute load.

Stockist Product
% wise
wise wise
Budgets
must be
Budgets
Budgets differentia
must be
must be ted in %
distributed
segregated between
between
product the
the
wise stockists
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 of
importance because based on these companies plan their further
strategies and action plans.
 Honesty means being trustworthy, loyal, fair, and sincere. Also it should be
a practice for the employee to be honest in almost every situations
whether the manager is present or not or someone is watching him or not
watching.

Honesty

Honesty is being truthful and sincere. It

is important because it builds trust.
When people are honest, they can be
relied or not to lie, cheat or steal. Being
honest means that you accept yourself as
you are. When you are open and
trustworthy,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 be
the thumb rule of commitment.
 This is very imperative for an employee as this will project him as credible
and reliable in the eyes of customers and management. Customers can
have faith on him and they may provide their full support to him in return
of his services on time and as decided. Organization have confidence on
him and in due course of time can provide him bigger responsibilities to
carry 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 will
help his district to achieve the given objectives, provide guidance as per his
strengths, help in utilization of resources and share the best practices
which are yielding results in his territory.
 Being a team player will help you develop worthwhile relationships with
coworkers and make you look better to your bosses. Part of being
successful at work is having the skills to work together with your coworkers
and be a valuable part of the team.
Thank You