Quality Attributes of a Medical Representative.

Medical representative is a front end managment resources of the organization. And it is this force which can make difference to the growth of the organization and this force only makes the organization growing and growth oriented. And planning of the medical representative by the marketing organization and the vision of the top management.
Following are the quality attributes of the medical represenative :

• Preferably post graduate.
• Communication flair.
• communication competence.
• written communication competence.
• verbal communication competence.
• e mail communication.
• debating skills.
• brain storming skills.
• conference room management and compering skills.
• good personality.
• good height.
• good physique.
• good presentable outlook.
• man of character.
• good moral values.
• leadership values.
• transparency.
• sharing attitudes.
• filled with positive values.
• patience.
• not argumentative.
• not biased.
• always an attempting and getting achieved personality.
• planning skills.
• aptitudes for current affairs and knowledge.
• reasonable updated knowledge of the pharmaceutical industry and pharma marketing, brand management, advertising management, doctors communications, tendering skills, tender negotiation skills.
• keen observer.
• keen listener.
• to the point.
• no time waster.
• punctual.
• disciplined.
• good MIS skills.
• analysis of sales data.
• retail sales analysis.
• projections of the sales figures.
• interviewing through one to one meeting.
• interviewing through questionnaires.
• product introduction/ product launch
• market promotion methods.
• local lanaguage communication skills
• good knowledge of the culture, etiquettes of the local places where posted.
• updated with current affairs.
• total information on the product of the company working.
• other qualities.

Now on each of these parameters, the measurment matrix is required to be develoepd. And during the course of five years, the candidate must score 100 marks. And any replacement, on a position should be from the ladder which scores the same level of marks. For example, a fresh joinee should be considered at the zero mark, and then after 3-4 months training the candidate must come to more than 50 marks in the second year the candidate should score 70-80 marks; in third year the candidate should score 80-90 marks and and in the final year, the candidate should be upgraded through training and field interactions upto the level of 100. Then the organization must ensure policies by which the candidates with more than 70 marks are retained for a durable/ long term employment and thus remunerations polcies are required to be attractive, commensurate and appreciable.

drbmsharma.