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
Appendices
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
Every organisation plans the strategies and provides the necessary tools to its people so that together they can excel in the market. Organisations also build appropriate reporting systems to monitor their progress. We have already discussed monitoring in detail. Apart from monitoring, one of the important functions of reporting is to ensure the smooth functioning of different people at various levels. Here are a few formats that will help you record the activities and progress of your team members.
These formats will also make your job easier. If you keep this information in a file or diary, it will be sufficient to answer all the queries of your team members and the seniors. You may attend all your meetings with that file or diary, instead of carrying a bunch of files and papers. It will assist you not only to organise your work but also to improve your efficiency. It will mean some extra efforts, however, those extra efforts will definitely bring you extra rewards.
Suggestions for Using the Formats
You need not fill all these formats. These formats are not meant to replace any of the existing formats that your organisation wants you to fill. According to the needs of your area and territories, you may choose the formats and start filling them on a regular basis. Most of the formats are designed to help you track the different performance parameters on an ongoing basis.
- Type
- Chapter
- Information
- Essentials of Pharmaceutical Sales Management , pp. 219 - 240Publisher: Foundation BooksPrint publication year: 2007