Medical representative developement theory
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Transcript of Medical representative developement theory
![Page 1: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/1.jpg)
Dr .Ammar Hasan Beck
![Page 2: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/2.jpg)
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skills
style
Achievements
Office work
Horizontal access vertical access
Relationship with colleague
Co-operation with managers
![Page 4: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/4.jpg)
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Horizontal access
Relationship with colleague
Bad -1
General 0
Good +1
Co-operation with managers
Bad -1
General 0
Good +1
Total score : - 2 to + 2
![Page 6: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/6.jpg)
vertical access
Skills
Weak -1
General 0
Good +1
style
Bad -2
General 0
Good +2
Achievements
Bad -2
General 0
Good +2
Office work
Bad -1
General 0
Good +1
Total score : - 6 to + 6
![Page 7: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/7.jpg)
-2
+6
+5
+4
+3
+2
+1
-1
-2
-3
-4
-5
-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
![Page 8: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/8.jpg)
You are far away from promotion field , Evaluate your self & skills & wishes , and try to find another field be suitable for you .
There are huge problems with your company or managers and you can’t adopt with , discuss these problems and try to solve it or search another company more suitable for you
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
• Bad Vertical access
• Bad Horizontal access
![Page 9: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/9.jpg)
Vertical access • Little bad
Horizontal access •Bad
Evaluate your self in promotion
Positive
More trainingMore efforts
Negative
find another field be suitable for you .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
![Page 10: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/10.jpg)
There are huge problems with your company or managers and you can’t adopt with , discuss these problems and try to solve it or search another company more suitable for you
![Page 11: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/11.jpg)
Vertical access •Bad
Horizontal access •Good
Evaluate your self in promotion
Positive
More trainingMore efforts
Ask support from others
Negative
find another field be suitable for you .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
![Page 12: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/12.jpg)
Vertical access • Little bad
Horizontal access •Good
MR has to preserve his/her achievements , and try to develop his/her skills & efforts ( ask support ) .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
![Page 13: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/13.jpg)
Vertical access • Little good
Horizontal access •Bad
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
![Page 14: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/14.jpg)
Vertical access •Good
Horizontal access •Bad
discuss your personal style & know that showing off and isolation are bad characteristics .
believe in team work .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
![Page 15: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/15.jpg)
Vertical access •Little good
Horizontal access •Good
Preserve your achievements & try to develop them .
More training & learning .
Ask for advanced training .
Ask for help .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
![Page 16: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/16.jpg)
Vertical access •Good
Horizontal access •Good
Preserve your
achievements & try to develop them .
Ask for advanced training .
Develop your personal
style .
Support your colleagues .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
![Page 17: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/17.jpg)
-2
+6
+5
+4
+3
+2
+1
-1
-2
-3
-4
-5
-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
Out
Supervisor Uncontrolled
Development
Senior Problems
Weak
Warning
![Page 18: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/18.jpg)
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1. MR should receive basic scientific and marketing skills .
2. MR should know the plan of supervisor and managers .
3. MR should know the system of promotion office .
4. MR should provide with enough data about his job and customers .
![Page 21: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/21.jpg)
Supervisor have to observed the following :
I. His/her interesting in the training and how he/she use it .
II.MR office activities and his/her control .
III.MR co-operation with managers and colleagues .
![Page 22: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/22.jpg)
skills
Horizontal access vertical access
Office work Co-operation with managers
![Page 23: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/23.jpg)
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Horizontal access
Office work
Bad -2
General 0
Good +2
Co-operation with managers
Bad -1
General 0
Good +1
Total score : - 3 to + 3
![Page 25: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/25.jpg)
vertical access
Skills
Weak -3
General 0
Good +3
Total score : - 3 to + 3
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-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
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-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
• Bad Vertical access
• Bad Horizontal access
MR has no enough skills to dealing with customers although repeat training
and advises
MR will not active
MR office work is bad & his/her co-operation with
managers is bad
Uncontrolled MR
![Page 28: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/28.jpg)
This MR may cause problems with customers .
Don’t waste your time with him/her , the best choice is to excuse .
![Page 29: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/29.jpg)
-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
• Bad Vertical access
• Good Horizontal access
MR has no enough skills to dealing with customers although repeat training
and advises
MR will not active
MR office work is good & his/her co-operation with
managers is good
Controlled MR
![Page 30: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/30.jpg)
Office work & co-operation are important elements in promotion field and mean interest .
These MRs will given a chance to improve their efforts or else they will be in difficult situation .
![Page 31: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/31.jpg)
-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
• Good Vertical access
• Bad Horizontal access
MR has enough skills to dealing with customers although repeat training
and advises
Active MR
MR office work is bad & his/her co-operation with
managers is bad
Uncontrolled MR
![Page 32: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/32.jpg)
MR should know that Office work & co-operation are important elements in promotion field and mean interest .
Managers/Supervisors have to take sterner decisions to limit uncontrolled .
Company system should be respect from all , it has apriority over activity.
MR should know that good skills is not enough to develop .
![Page 33: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/33.jpg)
-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
• Little badVertical access
• Bad Horizontal access
MR has enough skills to dealing with customers although repeat training
and advises
Active MR
MR office work is good & his/her co-operation with
managers is good
Controlled MR
![Page 34: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/34.jpg)
MR has the basic elements that make him/her ready to be good
MR
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3 Elements
DATA ACHIEVEMENTS ADVANCED SKILLS
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Base stone in
promotion
Indicator of MR
Road of
Success
![Page 38: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/38.jpg)
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Pharmacies
Colleagues
managers
Sources of DATA
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Good skills
Perfect DATA
MR adjustment & control
Good plan
Good co-operation
![Page 41: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/41.jpg)
Basic skills is important for MR to achieve results
But not enough to develop in
his/her job
![Page 42: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/42.jpg)
Advanced skills
•Self-adjusting skills•Speaking shills•Management skills
![Page 43: Medical representative developement theory](https://reader033.fdocuments.us/reader033/viewer/2022061201/547983fd5906b52a358b4581/html5/thumbnails/43.jpg)
DATA
ACHIEVEMENTSMORE TRAINING
MORE SUPPORT
RE-EVALUATING ACCOUNTING SYSTEM
GOOD MR
RE-EVALUATING ACCOUNTING SYSTEM
DISCUSSIONOBSTACLES REMOVE
N YY
N
Y
Y
N
N
ADVANCED SKILLS
GOOD MRSENIOR
DISCUSSION MOTIVATION
EXCELLENT MRSUPERVISOR
NY
N
Y
READY MRRE-EVALUATING
STAGE I
Y
N
Y
N
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