1. Get ready; prepare the Bag with respect to the things to be carried to the field such as Visual aid, product brochures, samples, gift articles, etc.
The effectivity of the Medical Representative’s daily work depends on the way, his bag is filled, so that he, does not overload it, but just carry, what is Most Needed on that day, depending on the Doctors / Chemist to be visited in that particular Patch.
2. Reach the field as per the Patch Plan, do a chemist audit to find out the prescription status & stock availability.
Reaching the field in the relevant Patch for that day as per the Patch Plan, well ahead of time, especially, before the doctor’s meeting time is of immense importance. This gives the opportunity for the MR to do, chemist audit which means, checking the stock, prescription flow coming from the doctor for your brand, competition brand, etc.
3. Revise the detailing stories during the waiting period in the doctor clinic.
It is advisable for a Medical Representative to revise the detailing stories of the new visual aid pages or other promotional or scientific literature to effectively discuss the same in doctor’s call with confidence. The doctor appreciates your efforts in delivering such valuable inputs and immediately starts prescribing your brand or at least makes mental note to support the Medical Representative.
4. At the time of meeting the doctor, enter the doctor’s cabin with confidence. Discuss about the Brands & ask for the prescription of the Brand.
Doctor, keep observing the movement of the Medical Representative without saying anything. Entering the doctor’s cabin with due respect and discipline puts you in the right perspective. Your body language should be apt for the confidence and not for arrogance. Sitting postures, dialogue delivery, etc on which Reputed Pharma Corporates train their Medical Representatives, becomes very crucial especially if the Medrep is new to the field or to the doctor. Discussion related to the brand, must end, with a request to prescribe the brand. This puts a silent pressure on the doctor to reciprocate to your efforts to visit his clinic & update him on the latest information related to the disease and the medicines. Remember, MR visit is also looked up by many doctors, provided there is value addition in terms of quality of information exchange. Many Medical Representative, forget to ask for the prescription or shy for asking prescription, in both cases, the doctor, feels, he is already supporting your brand enough and does not write your brand.
5. Leave the samples & brochures as desired by the doctor.
Once the discussion is over, the MR should ask the doctor, if any specific medicine sample or any literature, the doctor, wish to get from the MR. This prevents unnecessary loading of unwanted samples and inputs and also saves that much money for the Pharma Corporate.
6. Repeat this for all planned 10-12 doctors.
Once, this process is mastered for 1 doctor call, it has to be repeated for all calls on that day, day after day & month after month.
7. Write the Report in the Diary.
Many Pharma Corporates have online reporting either on Website Portal or on Web Apps. But, it is advisable for a prudent MR to write all the specific details in his daily work diary. This becomes his ready reckoner to refer when he meets the same doctor or chemist after 15 days. This allows him, to get continuity in his talk with the doctor or chemist with reference to the brand in the promotion.
8. Speak to the up line Manager about the daily work & orders generated if any.
MR has a moral and professional responsibility to discuss in detail about his work-related issues, achievements such as new conversion, new POB, or any other issues with his immediate up lines. This creates a congenial work relationship and helps the MR to achieve results and rise up in his career.