Sales Responsibility of the Medical Representative

Once the marketing role of the medical representative is over or progresses on a day to day basis, the organization and department expects the arrival of the effective sales orders from the retailers to the warehouse/ distributors and which in turn places orders with the sales/logicstics/ distribution department of a pharmaceutical formulations company. The sales responsibility of the medical representative is as under :
a. meeting the distributors/ depots/ wholesalers.
b. audit of the depots and warehouses of the distributors.
c. monitoring and measuring the dispatch analysis of the distributors.
d. doing the exhaustive field visits of the medical stores/ retail outlets and checking the availability of the marketed products of the company on the countrs.
e. brand wise quantitative trends : actual sales and expected sales.
f. brand wise price comparisons in the market.
g. analysis of the moving and non moving stocks in the same town/ territory and shifting of such stocks.
h. booking the orders from the wholesalers/ distributors/ stockists and forwarding them to the corporate offices.
i. distribution of incentives.
j. sales proceeds realization/ follow up on payments.
k. appointment of new distributors/ stockists.
l. meeting the distributors and understanding their problems and resolution.
m. meeting the distributors and recording their demand for medicines in the next month and follow up with the sales/ marketing/ logistics/ distribution to ensure that distributors are provided the stocks as per their orders.
n. giving comments on the creditworthiness of the distributors.
o. organizing the returns of the unsold stocks/ non moving stocks/ expired materials/ rejected materials/ during storage quality loss products back to the organization.
p. training of the distributors.
q. coordination for clearing the outstandings of the distributors/ or that of the organization with the distributors.

drbmsharma.