MIS of the Medical Representatives

The management information systems of the medical representative is one of the key requirements for measuring and monitoring and improving marketing performance. They determine the performance of the marketing department, hence that of the organization. So measurement of the work done by the medical representative also determines the performance of the marketing function. What are the parameters on which monitoring, measurement, evaluation should be done depends on the nature of the products, the company, its markets and other parameters. The following listing suggests the focus on the measurable performance indicators:

• Total sales
• product wise sales.
• brand wise sales.
• tablets
• formulations
• injectables.
• pellets
• powders.
• size wise
• total number of packs.
• total quantity
• total value in rupees.
• rate of growth.
• new orders booked.
• new prescriptions received.
• new doctors visited.
• new hospitals visited.
• area wise quantity sales.
• area wise value sales.
• area wise quantity booked.
• area quantity sold.
• payments received product wise.
• payments outstanding
• non moving stocks size wise product wise.
• estimated sales product wise size wise.
• physicians samples received.
• new product lanunched: number of doctors/ number of dispensaries.
• existing products launched in non-prescribing doctors.
• existing products launched in new doctors/ hospitals.
• total percentage of doctors still not covered.
• gifts received
• gifts distributed.
• local seminars done.
• total number of participants attended.
• number of distributors visited.
• number of distributors appointed.
• stocks position distributor wise.
• Product wise forecasts :
• number of doctors to be visited.
• incremental product wise sales targets
• supports required from the corporate offices for promoting the product.

drbmsharma.