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
1 - Role
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
When we think about a role, the first thing that comes to our mind would be a film or a play. In a typical Hollywood or Bollywood film, there would be several actors and actresses who play the roles of hero, heroine, villain, character actors etc. Roles are played not only in films or plays but also in real life. A ‘Role’ can be defined as the behaviour expected of, or attributed to, someone occupying a given position in a social or business unit. Even in games and sports, different players play different roles. For example, in a football team, the role of the goalkeeper is to save goals, whereas the role of the centre forward is to score goals. No one expects them to interchange their roles.
Similarly, everyone has a role to play in an organisation. For example, people working in the marketing department have a different role to play from that of those working in the production department. Even in the same department, different people have different roles to play. For example, the roles of the Field Manager and his Medical Representative, or a shop-floor technician and his supervisor, are entirely different. To play a role effectively, a person must be able to answer these questions:
What is his role?
Why is he playing this role?
What are the results expected?
Which activities will bring the planned result/performance?
The success of an individual depends upon how well he knows his role and how effectively he plays it. To achieve excellence in the role, one must rehearse it, and more importantly, live it.
- Type
- Chapter
- Information
- Essentials of Pharmaceutical Sales Management , pp. 1 - 13Publisher: Foundation BooksPrint publication year: 2007