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Field Visit Management

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For front line managers involved in Pharmaceutical profession

For front line managers involved in Pharmaceutical profession

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  • 1. Value of Field Visit Management
    Lecture by: Hasan Raihanhasan.raihan@hotmail.com
  • 2. What you see as being the value of Field visit from the point of view of
    • District Manager/Area Manager
    • 3. The Company
    • 4. The Representative
  • Field Visit Management is a continuous process
    Providing Motivational Support
    Managing and developing Representative
  • 5. Field Visit ManagementManager’s Point of view
    • Diagnose individual needs for development
    • 6. Observe Performance development progress
    • 7. Support developmental progress by coaching
    • 8. Build knowledge of territory dynamics
    • 9. Measure effectiveness of promotional strategies
  • Field Visit ManagementCompany’s Point of view
    • support performance of its major asset-people
    • 10. Obtain feedback for resource allocation
    • 11. Get feedback on market dynamics, opportunity
    • 12. Measure effectiveness of programs
    • 13. Make decision based on broad range of information, not dominated by a single area
  • Field Visit ManagementRepresentative Point of view
    • Get support, recognition for performance progress
    • 14. Get assistance with observing doctors’ behavior and assessing response
    • 15. Enjoy having a knowledgeable colleague along for conversation regarding company activities
    • 16. Lean about others success and challenges
    • 17. An opportunity to share ideas or test solution
  • Summary of Objectives
    District Manager’s role and Responsibility
    A Universal Job Description
    Value to District Manager
    Value to Company
    Value to the Representative
    Value to District Manager
    Value to Company
    Value to the Representative
    Priorities your lists to give the most important 5
  • 18. Joint Field Visit Management
    PREPARATION
    CARRYING OUT
    FOLLOWING UP
  • 19. Joint Field Visit Management“PREPARATION”
  • 20. PREPARATION
    Determining the source of Field visit objectives
    Managing Field Visit distribution
    Preparing objectives for Field visits
    What affects Field visit plans?
    PLAN FIELD VISIT
    Preparing the Representative
    What the Representative has to do to prepare for the visit
  • 21. Determining Objectives for field visit
  • Determining Objectives for field visit
    • To Review your progress on each topic discussed during the quarterly review
    • 25. To observe your application of core messages to check that it fits identified patient needs
    • 26. To discuss your new planning system and your progress in applying it.
    • 27. Our objective for this trip are to check on status of Ferotron at your Gov. hospitals, review your second quarter performance related to your annual statement of objectives and to observe your skills in using open questions to get doctors involved.
  • Field Visit Distribution Management
    • Am I just seeing only the good performers?
    • 28. Do I spend too much of my time with my problem Reps?
    • 29. Have I a tendency to spend too much of my time with representatives who work in the same city?
    • 30. Could any Representative claim you are never around
    • 31. Am I seeing each Representative in a variety of situations?
    • 32. Do I have a personal bias that leads my Field visit program to be out of balance?
    • 33. Am I spending enough time with new hires?
    A
    S
    K
    ?
  • 34. What affects Field Visit Plan?
    • Work with new Representatives on documents, route sheets, routine paperwork, etc.
    • 35. Spend time with Representatives who really need you
    • 36. Never disregard the more experience Representatives
    • 37. Work with every Rep.
    • 38. Based schedule on Rep’s level of dev need.
    • 39. Alter/Change schedule according to current situation
    • 40. Adjust for perceived change in Reps Behavior +/-
  • Preparing Representatives for Field Visit
    • Check –up on him?
    • 41. See him as he really is?
    • 42. Help him out?
    • 43. Review most recent sales and call data
    • 44. Remind them on phone. Give assignment and get them to call within a specified period of time
    • 45. Plan the day, allowing time for coaching
    • 46. Review objectives for Managers development support
    • 47. Plan for any special activities
    • 48. Review last Field visit Report
  • Joint Field Visit Management“CARYING OUT”
  • 49. CARRYING OUT FIELD VISIT
    Reviewing the day’s plans
    Observing behavior
    Giving feedback
    Desirable characteristics of the Manager
    Coaching & Counseling
    Reinforcing behavior
    Summarizing the day

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