TRAINING MODULE
FOR MEDICAL REPRESENTATIVE
JOB DESCRIPTION AND COMPETENCIES
(MEDICAL REPRESENTATIVE)
Module Description
• This module is designed to provide Medical
Representative’s job description, accountabilities
and expected performance outcomes.
• Provides the fundamentals of Marketing and
Pharmaceutical Selling.
• Teaches Medical Representatives the
Pharmacology of products involved with
Merkchem Pharma Inc.
Training Summary
• Phase I: Class room training (3 days)
A. Ethical Promotion
B. Product Inclusion
• Phase II: Field work training (2 days)
• Phase III: MSR is left alone to work in the territory
Outline
• Job Description and Competencies (MR)
• Fundamentals of Marketing and Pharmaceutical Selling
• Pharmaceutical Detailing Job
• Key Performance Indicator (KPI)
• MD Profiling and Targeting
• Territorial Management
• Product Knowledge
• Administrative Forms
Objectives
• Give MR orientation and background on their major
responsibilities and performance outcome expected of them.
• Give MR a background on the core competencies of the
organization (Merkchem Pharma Inc.)
• Give MR a strong foundation on the core competencies possessed
by all personnel of the organizations.
• Orient MR on the functional competencies they are expected to
acquire by the end of the Training Course.
• Give MR guidelines on MD Profiling and Targeting
• Give MR command on Territory Management , Product Knowledge
and Pharmacology.
Medical Representative
★ Sales Force
★ Professional Healthcare
Representative (PHR)
★ Professional Sales Representative
(PSR)
★ Pharmaceutical Sales
Representative
Job description – Purpose
⮚ To call on customers to promote and
sell in order to achieve the target of
the line
⮚ Increase sales of existing priority
products and expand the market for
new products
⮚ Create good customer relation.
Job description - Major Accountabilities
➢ Territory sales planning by ➢ Achieve sales targets both in
product and by customers products and number of
in accordance with the customers as per monthly
assigned sales target. and quarterly plans and
➢ To report the results and increase sales of existing
customers.
Plan of Actions as needed, ➢ Make itineraries and daily
or on a weekly basis. activities report of what has
been done and how much
sales was achieved on that
day
Job description - Major Accountabilities
⮚ Report on competitors’ ⮚ Inform the supervisor of
activities and the market customers’ feedback, requests
situation and/or complaints, and the
⮚ Expand and penetrate the results of the latter
market with both new and ⮚ Good product knowledge
existing products ⮚ Submit all required reports on
⮚ Use all promotional materials time or ahead of time
(samples/ gimmicks in an
appropriate and honest way)
Job description - Major Accountabilities
⮚ Maintain professional ⮚ Perform any additional tasks
relationships with customers, as requested
personnel and colleagues ⮚ Collection of payment of
⮚ Review regularly the invoiced products from our
customers’ master list, to clients.
delete unproductive
customers and to add new
customers
Expected Performance Outcomes
✔ Sales achievement per month @ 100 %.
✔ Proper use of all promotional materials
✔ Market and competitor information
✔ Effective verbal and written communication with customers
✔ Report the monthly field performance to the Sales Supervisor within
the deadline agreed upon
✔ Increasing number of new customers and retaining existing customers
✔ Good product knowledge and selling skills
✔ Collection efficiency.
✔ Good customer relation.
Core competencies
Core
Competencies
of the
Organization
Merkchem
Pharma Inc
Core
Competencies
of the People
The 5 Company Core Competencies
The 5 Core Competencies
Leadership
⮚ Creating High Performance
Organization
⮚ Motivating and inspiring
others
⮚ Developing Leadership
Styles
The 5 Core Competencies
Performance Management
System
⮚ Coaching
⮚ Adaptability to Change
⮚ Managing Change
⮚ Self- development
⮚ Delivering Results
⮚ Perseverance
⮚ Meeting our commitments
The 5 Core Competencies
Collaboration
⮚ Team work
⮚ Building networks
⮚ Cooperative
arrangements
The 5 Core Competencies
Communication
⮚ Transmission of
information/ ideas
⮚ Two-way process of
reaching mutual
understanding (encode-
decode).
The 5 Core Competencies
Customer Focus
⮚ Constantly gather information.
⮚ Get embedded in their strategy
(Think long term partnerships)
⮚ Emphasize customer retention
(create loyal customers)
⮚ Debrief after customer
engagements (knowing strengths
and weaknesses).
MR Functional Competencies
Selling Skills
Product Knowledge ⮚ Achieve Sales Targets by optimizing
⮚ Understand and effectively potential growth and development
communicate product of Hospitals using available sales
and marketing plans.
information. Proper Targeting
Territory Management ⮚ Identification and penetration of
⮚ Plan and execute sales calls in target hospitals and MD’s for
product inclusion and product
assigned territory in proportion movement.
to sales potential, maximizing ⮚ Optimization of Hospital potential
sales and marketing strategies. through horizontal and vertical
product pipelining.
FUNDAMENTALS OF MARKETING AND
PHARMACEUTICAL SELLING
Fundamentals of Marketing
• What is Marketing?
Marketing – a form of
communication between the
seller and the customer with
a goal of selling the product.
Communicating the value of
your product is a key aspect
of Marketing.
Marketing Mix
What to Market?
Marketing Theory
Product Life Cycle
⮚ The phases of the product or service category’s sales projections or history
over time used to assist with marketing mix decisions and strategic options
available
⮚ The four stages of the product life path include introduction, growth or early
maturity, maturity or peak, and decline, and typically follow a predictable
pattern based on sales volume over a period of time
Our Purpose
MERKCHEM PHARMA INC’s “Reason for Being”
Our Goal
Go for Growth through:
⮚ Hospital Penetration
⮚ Prescription Generation
⮚ Market Share Acquisition
PHARMACEUTICAL SELLING
How is “Pharmaceutical Selling” different
from “Consumer Selling”?
⮚ More organized and structured
⮚ Customer is an expert in his/her field
⮚ Repeated sales, frequent visits
⮚ Customer is not the end user
⮚ Regulated by a “code of conduct”
⮚ Highly competitive market
⮚ Detailing as the backbone of a sales
call
Knowing your Customers
⮚ Doctors
⮚ Nurses
⮚ Support Staff
-Receptionists
-Medical Secretaries
⮚ Hospital Pharmacists
⮚ Hospital Purchasers
Pharmaceutical Selling Environment
⮚ General Practitioners and
Specialists
⮚ Government and Private Hospitals
⮚ Teaching and Non-teaching
hospitals
⮚ Inpatient and Outpatient clinics
⮚ Hospital pharmacies
⮚ Retail pharmacies/Wholesalers
⮚ Government/Industrial Accounts
Pharmaceutical Selling Environment
In each environment your goals
are basically the same:
⮚ Increase use of your products,
⮚ Communicate the advantages
of your products using
dialogue aids,
⮚ Satisfy your customer’s needs
Pharmaceutical Customer Chain
Product Promotion
Medical Sales Representative
Doctors
Prescriptions
Research
Promo support
Patients
Salaries
Sales representative
Allowance
Incentives
PRINCIPAL
Drugstores
R-MERK DRUG, INC.
Distributors
Delivery of Stocks
Steps to Selling Success
6 Steps Toward Pharmaceutical Selling Success
1. Lay out the groundwork
• Knowledge
• Attitude
• Techniques
2. Approach and relate
• Sell the relationship
• Help customers buy the right thing
3. Make the Presentation
• Know the features
• Sell the benefits – by answering “What is in it for me?”
• Sell the advantages- by answering “Why should I buy from this person?” and “Do you knock the
competition?”
4. Overcome the Objections
Steps to Selling Success
5. Close and Supplement
• Always be closing by helping customer decide how to buy and not
whether if they will buy.
• – Can you see how this would meet your needs (or solve your problem)?
• – Since I haven’t heard any objections, I’m assuming you agree with
me? Right?
• – Are you ready for us to talk about the final details?
• – Shall we go ahead and get started with your order?
• Ask for the sale
• Suggest more products after initial decision has been made.
Steps to Selling Success
6. Follow up and Make them Customers for Life
• Contact customers after sale
• Send a “customer satisfaction” survey
• Prove your dependability
• Handle complaints promptly
• Add customer names to mailing list and keep regular
contact
• Ask for referrals
Flowchart: Hospital Product Inclusion
-Identify target hospitals. Know the lists of requirements and
procedures for product inclusion in the formulary. Get an Intel report
of competitors (brand name, number of consumption/month and
price). Submit to our regulatory pharmacist (Ms. Aya and Ms. Rose)
the lists of requirements and ask finance team if payment is required.
-Upon completion, submit all necessary documents to hospital
pharmacy or purchaser for evaluation and tagging of products to
their POS. If ready to order, ask for PO and submit to our office for
processing (No PO, No Invoicing Policy ).
-If PO has been made by the Hospital, Identify at least 3
potential MD’s or Department for move-out plan. Follow-up
for reorders and horizontal pipelining of other products.
Flowchart: Government Hospital
Look for BAC Office (Bids and Awards Committee) and ask for shopping lists for
Drugs Or for Consignment. Check if drugs with same generic name exists and
look for price/quantity and specifications and requirements as supplier.
If consignment is allowed, ask for requirements and identify our products
to be consigned.
Forward all necessary documents to the Office for immediate preparation.
Pharmaceutical Detailing Job
Pharmaceutical Detailing Job
• To make sure that you know your company
Before any visit: things well and also that the company is well
Medical Representative •
known to the doctor.
Must have detailed information about how
should know about: your drug can be helpful and how it differs
• Drug information. from other drugs.”
• Should know details about the disease
• Updated info. • It is helpful to take advantage of certain
• Competing products. events such as knowing the doctor birthday
• Personality of the customers. and to time your visit at that day bringing a
• small gift with you.”
The key to convince the doctor with •
our product. Be professional. Doctors must maintain
solid reputations, and this extends to their
• Selling skills. affiliation with companies they do business
with.
Pharmaceutical Detailing Job
What New Medical Representatives should do?
• Work on the appearance of a medical representative. “the
bag, clothing, nails, hair style…etc…”
• Ability to convince/persistent/credibility.
• The frequency of visits, ”to set a program for visits”.
• Planning: Yearly, every 6 months, every 2 weeks or daily.
• “A plan is set by medical rep., then approved by District
Sales Managers, then by the Sales Manager.
Pharmaceutical Detailing Job
What doctors expect to get from Why doctors may not prescribe your specific
medical representatives? product??
• An effective drug. • No frequent visits.
• If he is not convinced with your product.
• Information concerning the drug.
• Previous trial failure of the drug.
• An idea concerning drug price. • Simply because he does not like you.
• Available dosage forms. • Negative opinion or bad relations with
• Free samples. your company
• Brochures • There is no product in your company that
• Conferences matches his needs.
• His loyalty to other company
• Services • Not enough information concerning the
• Frequent visits. drug.
• He is used to other specific drugs.
Pharmaceutical Detailing Job
2 Aspects:
I – ORGANIZATION
A. Right MD, Right Frequency
and Right Product
B. Administrative functions
Pharmaceutical Detailing Job
II – PERSUASIVENESS
A. Knowledge of the product
✔ Anatomy and physiology/medical
knowledge
✔ Basic product information/features and
benefits
✔ Market situation
✔ Competition
✔ Selling techniques/detailing strategy
Pharmaceutical Detailing Job
B. Knowledge of the Doctor
• Professional Information
✔ MD Age and gender
✔ MD specialty
✔ Number of patients/type of patients
✔ Prescribing or dispensing
✔ Cases mostly encountered
✔ Products mostly prescribed
✔ Professional standing
✔ Associates
Pharmaceutical Detailing Job
Principles of Influence
Principle #1: Reciprocation
⮚ Reciprocation recognizes that people feel
indebted to those who do something for them
or give them a gift.
⮚ For marketers, “The implication is you have to
go first. Give something: give information, give
free samples, give a positive experience to
people and they will want to give you
something in return.” -Cialdini
Pharmaceutical Detailing Job
Principle #2: Social Proof Principle #3: Commitment and
⮚ When people are uncertain about a Consistency
course of action, they tend to look to ⮚ People do not like to back out
those around them to guide their of deals. We’re more likely to
do something after we’ve
decisions and actions. They especially
agreed to it verbally or in
want to know what everyone else is writing.
doing – especially their peers. ⮚ People strive for consistency in
their commitments. They also
prefer to follow pre-existing
attitudes, values and actions.
Pharmaceutical Detailing Job
Principle #4: Liking Principle #5: Authority
⮚ “People prefer to say ‘yes’ to ⮚ People respect authority. They want
those they know and like”.- to follow the lead of real experts.
Cialdini Business titles, impressive clothing,
and even driving an expensive, high-
⮚ People are also more likely to performing automobile are proven
favor those who are physically factors in lending credibility to any
attractive, similar to themselves, individual.
or who give them compliments. ⮚ Giving the appearance of authority
Even something as ‘random’ as actually increases the likelihood that
having the same name as your others will comply with requests –
prospects can increase your even if their authority is illegitimate.
chances of making a sale.
Pharmaceutical Detailing Job
Principle #6: Scarcity
⮚ In fundamental economic
theory, scarcity relates to
supply and demand.
Basically, the less there is of
something, the more
valuable it is. The more rare
and uncommon a thing, the
more people want it
Pharmaceutical Detailing Job
Rules on MD Persuasion:
1. Detail to Doctors as
individual 3. Record and Use MD
Profile
⮚ Talk and Listen
⮚ Determine their
⮚ “Personalize “ sales calls needs, wants and
2. Know what motivates motivation.
the Doctor 4. Establish two-way
⮚ Money, Self- communication
preservation, ego, ⮚ Effective questioning
Family. ⮚ Effective listening
Pharmaceutical Detailing Job
CALL CYCLE
1.Pre-Call Planning
⮚ Review Territory Data
⮚ Set SMART objectives
Pre-call Brand ⮚ Determine the appropriate Brand
Planning Messaging Message to deliver
2. Brand Messaging
⮚ Deliver the appropriate Brand Message
3. Gaining Agreement
⮚ Find opportunities to gain Doctors
agreement to prescribe by next call
4. Post-Call Planning
Post-call Gaining ⮚ Record objectives for next call follow-up
Planning Agreement
Key Performance Indicators
KPI: Sales Performance
Sales Targets
⮚ Will be set and
communicated by DSM Sales Performance= Actual Sales
⮚ Total Monthly Sales Sales Target
Targets
⮚ Quarterly Sales Targets
⮚ Annual Sales Targets
KPI: Standard Reports
⮚ Weekly itinerary
⮚ Daily Call Reports (w/ activity report)
⮚ Plan of Action (PoA) form
⮚ Bi-Monthly Expense Report
⮚ Others
Weekly Itinerary
⮚ Exact name of hospitals
⮚ On Deviation of IT (Upon
Approval of DM and SM)
✔Office Meeting
✔Hospital Program Implementation
(Delivery/ Collection)
Daily Call Reports
⮚ Requirements:
✔ Total Number of MD’s/ Hospital
Pharmacist/ Purchaser/ Hospital Finance
Manager or Staff (for Collection)
✔ Submission every Monday of the
following week
❖ NCR Based- Office
❖ Provincial – E-mail (Scanned Pictures); LBC
( receipts and important documents)
Plan of Action (PoA) form
⮚ Must be requested at least a
month before the planned
activity
⮚ Complete the details before
submitting it
⮚ Get the approval of your DM
before submitting it to the
office
Bi-Monthly Expense Report
⮚ Requirements:
✔ Location
✔ Amount Spent
✔ Receipts Attached
▪ Must be an Original Official receipt/Sales or cash Invoice or
Itemized Tape receipts
▪ Addressed to R-Merk Drug, Inc., with TIN no.
▪ Must have the Business name, TIN and OR number
✔ Correctly filled and summed up
❖ Submission every cut-off (as reminded by the HR
officer)
❖ Reimbursement days: 10th and 25th of the month
Other Reports
⮚ Updated Master Lists of Doctors/
Pharmacists/Purchaser, every month
⮚ Objective for the day before first call and
Accomplishment report after the last call,thru
messenger
⮚ Priority products Sales and Forecast, last friday
of the month
⮚ Stocks inventory report,last Friday of the month
⮚ Development in market penetration for priority
products, last Friday of the month.
MD Profiling and Targeting
MD Targeting
Doctor Classification
⮚ Class A = 4x
⮚ Class B = 3x
⮚ Class C =2x
⮚ Class D =1x
MD Targeting: Potential Criteria
CLASS POINTS
A 91-100
B 81-90
C 71-80
D 70 & BELOW
MD Targeting: Potential Criteria
PARAMETERS WEIGHT
⮚ Patient Volume 50%
⮚ Consultation Fee 35%
⮚ MD Influence 10%
⮚ MD Age 5%
MD Targeting: Potential Criteria
PATIENT VOLUME POINTS
101-150 60
151-250 70
251-350 80
351-500 90
500 & Up 100
MD Targeting: Potential Criteria
Consultation Fee Points
101 & Below 70
101-300 80
301-500 90
500 & Up 100
MD Targeting: Potential Criteria
AGE POINTS
56 & Up 80
51-55 90
46-50 100
41-45 90
35-40 80
MD Targeting: Potential Criteria
MD INFLUENCE POINTS
International Speaker 100
Local Speaker 100
Medical Director 100
Chief of Clinics 100
Therapeutics Head/ Member 100
Department Head 100
Training Officer 100
Consultant/Private Practice 50
MD Targeting: Case Sample
PROFILE VALUE POINTS WEIGHT SCORE
Patient Volume
Consultation
MD Influence
MD Age
TOTAL
Information:
⮚ Patient Volume=200 - MD Influence= Department Head
⮚ Consultation Fee=250 - MD Age= 42 y/o
Territory Management
Territory Planning Grid
Right Frequency
Area Area 1 Area 2
Market
Potential is 40% 30%
X%
Area 3 Area 4
10% 20%
(Time Allocation based on Area potential) x (% for
productivity)= X% of available selling time
Territory Planning Grid
Area1 Area 2
No.of MDs No.of MDs
60 45
% Share % Share
40% 30%
Days in Field Days in Field
7.2 5.4
Area 3 Area 4
No.of MDs 15 No.of MDs
%Share 30
10% % Share
20%
Territory Planning Grid
Information
⮚ Share in your target/sales
▪ Area 1= 40%
▪ Area 2=30%
▪ Area 3=20%
▪ Area 4= 10%
⮚ Total MDs/Pharmacist= 150
▪ 90 MDs
▪ 30 Head Pharmacists
▪ 30 Purchasers
⮚ 30 Hospitals (Government/ Private)
Product Knowledge
Classification of Antibiotics
CEFTRIAXONE Na (CENTREX)
• Brand name: CENTREX
• Dosage form/strength: 1 g Powder
for Injection
• Pharmacologic category:
Antibacterial
• Indication:
Prophylaxis of surgical infections,
Susceptible infections, Lyme disease,
Syphilis
FAB: Ceftriaxone (Centrex)
FEATURES:
• 3RD GENERATION CEPALOSPHORINS
• Each vial contains 1 g of Ceftriaxone (as sodium)
ADVANTAGES:
• Expanded gram negative (-) coverage
• Can cross the blood brain barrier
• Most active cephalosporin for penicillin-resistant strains of pneumococci.
BENEFITS:
• Excreted mainly in the bile
• Achieve adequate drug levels in the CSF, making it an empiric therapy for menigitis
• First line agents for gonorrhea.
Price Comparison
MERKCHEM
INNOVATOR
PHARMA INC
(ROCEP***)
(CENTREX)
1,294.00 678.00
Cefuroxime sodium (CEFNAT)
• Brand name: CEFNAT
• Dosage form/strength: 750mg vial
• Pharmacologic category:
Antibacterial
• Indications:
Treatment of upper & lower resp tract,
GUT, skin & soft tissue infections;
gonorrhoea, acute uncomplicated
gonococcal urethritis & cervicitis.
FAB: Cefuroxime sodium (CEFNAT)
FEATURES:
• 2nd GENERATION CEPHALOSPORIN
• Each vial contains 750mg of Cefuroxime
ADVANTAGES:
• With bactericidal property
• Inhibits bacterial cell wall synthesis
• Broad spectrum antibiotic
BENEFITS:
• May also be used to prevent infections from certain surgeries
• Used to treat certain infections caused by bacteria including pneumonia
and other lower respiratory tract (lung) infections; meningitis; gonorrhea;
and skin, blood, bone, joint, and urinary tract infections.
Price Comparison
MERKCHEM
INNOVATOR
PHARMA INC
(ZINACEF)
(CEFNAT)
316.00 375.00
Omeprazole sodium (AVEGNIR)
• Brand name: AVEGNIR
• Dosage form/strength: 40mg vial
• Pharmacologic category:
Proton Pump Inhibitor
• Indications:
Eradication of H. pylori associated with
peptic ulcer disease, Gastric and duodenal
ulcers, Gastro-oesophageal reflux disease,
NSAID-associated ulceration
FAB: (Avegnir)
FEATURES:
• Each vial contains 40mg of Omeprazole
ADVANTAGES:
• Blocks the final step in acid secretion
BENEFITS:
• Excreted mainly in the urine.
• Used to treat ulcers, Zollinger Ellison Syndrome and symptoms of GERD
Price Comparison
MERKCHEM
INNOVATOR
PHARMA INC
(OMEP***)
(Avegnir)
726.00 680.00
Esomeprazole (Vegron 40mg vial)
• Brand name: VEGRON
• Dosage form/strength: 40 mg
Powder for Injection
• Pharmacologic category:
Proton Pump Inhibitor
• Indications: Treatment of
duodenal ulcer associated
with H. pylori and GERD
Esomeprazole (Zuslon 40mg vial)
• Brand name: ZUSLON
• Dosage form/strength: 40 mg
Powder for Injection
• Pharmacologic category:
Proton Pump Inhibitor
• Indications: Treatment of
duodenal ulcer associated
with H. pylori and GERD
FAB: Esomeprazole (Vegron & Zuslon)
FEATURES
⮚Esomeprazole is the S-isomer of omeprazole,
with gastric proton pump inhibitor activity.
⮚Each vial of Vegron (Esomeprazole) contains
esomeprazole sodium which is equivalent to
40mg of Esomeprazole,USP.
FAB: Esomeprazole (Vegron & Zuslon)
ADVANTAGES
⮚Ezomeprazole has greater predictability of
response, enhanced speed and duration of effect
and “advantageous metabolism” over its parent
drug Omeprazole.
FAB: Esomeprazole (Vegron & Zuslon)
BENEFITS
• In a clinical trial
conducted,
Esomeprazole
had the highest
comparative
Symptoms Relief
among other
PPIs.
Price Comparison
MERKCHEM
PHARMA INC
INNOVATOR
(Vegron &
(Nex***)
Zuslon)
40mg VIAL
1,165.00 700.00
Hyoscine N- Butylbromide
20mg/ml ampule
• Brand name: SPAMEX
• Dosage form/strength: 20mg/mL ampule
• Pharmacologic category: Antispasmodic
• Indications: It is used to treat pain and
discomfort caused by abdominal cramps,
menstrual cramps, or other spasmodic
activity in the digestive system. It is also
effective at preventing bladder spasms.
FAB: Hyoscine N-Butylbromide
200mg/ml ampule (SPAMEX)
FEATURES:
• It is quaternary ammonium compound and a semisynthetic derivative of
hyoscine hydrobromide (scopolamine)
• Each 1mL of ampule of Spamex contains 20mg of HNBB
ADVANTAGES:
• The drug does not enter the CNS, thus minimizing CNS side effects
and preventing incidence of abuse.
FAB: Hyoscine N- Butylbromide
200mg/ml ampule (SPAMEX)
BENEFITS:
• After intravenous administration, HNBB is rapidly distributed into the
tissues, thus increased onset of action.
Price Comparison
MERKCHEM
INNOVATOR PHARMA INC
(Busco***) (SPAMEX)
500mg VIAL
170.00 89.00
Vitamin B Complex tablet (NERVIT)
(Thiamine HCl + Pyridoxine HCl +Cyanocobalamin
• Brand name: NERVIT
• Dosage form/strength:
100mg/10mg/200mcg
• Pharmacologic category:
Vitamin
• Indications:
- Metabolic stimulant where nutritional
requirements are increased
- Prevention and treatment of Vitamin B
Complex deficiencies
FAB: (Nervit)
FEATURES:
• Contains 100mg of Thiamine HCL (Vitamin B1), 20mg
of Pyridoxine HCl (Vitamin B6) and 200mcg of
Cyanocobalamin (Vitamin B12)
FAB: (Nervit)
ADVANTAGES
used for the treatment of deficiencies in vitamins B1, B6, and B12
manifested as: muscle pain, loss of reflexes in the hands, knees,
ankles, calves and feet and abnormal touch sensation (burning
and pricking)
FAB: (Nervit)
BENEFITS
- B-complex supplements may relieve stress,
boost cognitive performance and reduce
symptoms of depression and anxiety, even in
people without B vitamin deficiencies.
Price Comparison
MERKCHEM
INNOVATOR
PHARMA INC
(NEUROB***)
(Nervit)
20.00 10.50
Work Cycle
1. REGULAR AND COMPLETE COVERAGE OF DOCTORS LISTED IN THE MASTERLIST
IDEAL MASTER LIST SUMMARY FOR MERKCHEM PRODUCTS
2. CREATION OF DEMAND THRU PROMOTIONAL ACTIVITIES
3. COORDINATION WITH SENIOR MSR.
4. ADMINISTRATIVE REPORT
5. CALL ITSELF
6. DCR ACCOMPLISHMENT, INDICATING MD’S NAME, SPECIALTY AND FREQUENCY OF VISIT
7. FILING SYSTEM
8. PRE-CALL PLANNING
DAILY FIELD WORKING SYSTEM
DAILY FIELD WORKING SYSTEM
DAILY FIELD WORKING SYSTEM
Promotions and Activities
Promotional & Activity Grid
