Book contents
- Frontmatter
- Contents
- Acknowledgements
- Introduction
- 1 Role
- 2 Performance Management
- 3 Territory and Market Knowledge
- 4 Joint Fieldwork
- 5 On-the-job Training
- 6 Managing Key Customers
- 7 Development of Weak or Underdeveloped Territories
- 8 Performance Counselling
- 9 Management of Vacant Territories
- 10 Induction of a New Medical Representative
- 11 Organising and Conducting Successful Meetings
- 12 Monitoring
- 13 Performance Appraisal
- 14 Managing People Productively
- 15 Interface with Marketing
- Postscript
- Appendices
10 - Induction of a New Medical Representative
Published online by Cambridge University Press: 26 October 2011
- Frontmatter
- Contents
- Acknowledgements
- Introduction
- 1 Role
- 2 Performance Management
- 3 Territory and Market Knowledge
- 4 Joint Fieldwork
- 5 On-the-job Training
- 6 Managing Key Customers
- 7 Development of Weak or Underdeveloped Territories
- 8 Performance Counselling
- 9 Management of Vacant Territories
- 10 Induction of a New Medical Representative
- 11 Organising and Conducting Successful Meetings
- 12 Monitoring
- 13 Performance Appraisal
- 14 Managing People Productively
- 15 Interface with Marketing
- Postscript
- Appendices
Summary
A newly appointed MR is an important asset for the whole organisation. The induction is like the arrival of a new baby in your home. Developing and grooming this vital human resource is one of your most important responsibilities. You are the guide, counsellor and friend for him. The newly recruited team member needs your support and confidence. Only the Right Observation And Direction will lead him towards the ROAD to success. To a great extent his success depends upon how you induct him into the field.
During the training programme at the Head Office, care should be taken to impart all the basic information your team member may look for, such as the organisation's history, plants or facilities and the basic organisational philosophy. Apart from these details, information would also be given about his responsibility towards the organisation, the organisation's responsibility towards him, his working conditions, requirements, benefits, personnel policies, procedures, rules etc. Your role, however, is much more important. You are the one who has to ensure that the newly recruited team member becomes integrated functionally and socially into your organisation and its environment as soon as possible. This will instil confidence and pride in your team member, and make him feel he is a part of the organisation.
To do this in an organised and structured manner, ensure that you go on fieldwork for a minimum of six days with a team member who has not attended the training program at the Head Office.
- Type
- Chapter
- Information
- Essentials of Pharmaceutical Sales Management , pp. 121 - 132Publisher: Foundation BooksPrint publication year: 2007