Essentials of Pharmaceutical Sales Management

Vivek Mehrotra

doi:10.1017/UPO9788175968325

What is my role as a Pharmaceutical Field Manager? How do I keep my MRs motivated? How do I plan and provide on-the-job training? How do I keep the customers happy? How do I achieve my target?Are these some of the questions that worry you while working in an extremely competitive pharmaceutical market? Essentials of Pharmaceutical Sales Management attempts to answer these and many more related questions.Key topics discussed: Joint fieldwork and on-the-job training Management of key/difficult customers Performance appraisal and counselling Organising successful meetings and symposia Interfacing with marketing department

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Essentials of Pharmaceutical Sales Management

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Contents

Frontmatter
pp i-vi

Contents
pp vii-viii

Acknowledgements
pp ix-x

Introduction
pp xi-xvi

1 - Role
pp 1-13

2 - Performance Management
pp 14-25

3 - Territory and Market Knowledge
pp 26-39

4 - Joint Fieldwork
pp 40-49

5 - On-the-job Training
pp 50-71

6 - Managing Key Customers
pp 72-90

7 - Development of Weak or Underdeveloped Territories
pp 91-102

8 - Performance Counselling
pp 103-108

9 - Management of Vacant Territories
pp 109-120

10 - Induction of a New Medical Representative
pp 121-132

11 - Organising and Conducting Successful Meetings
pp 133-160

12 - Monitoring
pp 161-169

13 - Performance Appraisal
pp 170-176

14 - Managing People Productively
pp 177-190

15 - Interface with Marketing
pp 191-214

Postscript
pp 215-218

Appendices
pp 219-240

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