Induction Training of the Medical Representatives.

Induction Training of the Medical Representatives !!!!!!!!!!!

On the assumption, the medical representatives have been selected and employed with required qualification, experience and basic minimum comptence, now it becomes a challenge for the pharmaceutical organization to provide them an induction training. Induction training limits itself not to the actual shop floor relating training and competence. Induction training primarily introduced the organization, its products and people to the new medical representatives. In fact, most of the pharmaceutical organizations have ignored these three basics even for their established medical represenstatives. And induction training, the word itself now a day conveys little seriousness in the training to be take and training to be provided.
Only in those organizations, where in the induction training managing directors are participating and they are a sort of evaluating the induction training, only in those organizations induction training is a serious and effective training and awareness resources. If the employee happens to be not fresh, in view of this last experience, he or she takes for granted the induction training session a sort of picnic.. tea and biscuits ceremony for him. HR of the pharmaceutical companies must find out whether induction training is a sort of unwelcome child for the head of the departments and to the new joinees. If it is so, then either this concept should be dismantled and redesigned and then one should proceed for induction training.
An induction training programme of the medical representatives should encompass the following :

• profile of the organization.


• the name of the company and its nature of business.


• management policies.


• quality policies, environment, health and safety policies.


• good manufacturing practices policies.


• list of the products.


• list of the services.


• list of the depots.


• list of the manufacturing premises : site wise products.


• list of the certification achieved.


• consumer complaint profiles.


• annual product quality reviews.


• adverse reaction complaints in the past and how the organization responded.


• summaries of business continuity planning.


• emergecy and alert planning during product recall.


• just brief procedures.


• good distribution practices.. also brief contents.


• network of distributors, retailers and doctors.


• an album showing how in the past medical representatives set up/opened up or nourished the terrritories and sales.


• and how much each territories contributes to the total turnover and profitability of the organization.


• dress codes of the medical representatives.


• means of communication to be used and how to use them.


• product catalogues.


• and stationery and forms to be used in future.

A summary training on these need to be provided.

to be continued.

drbmsharma.