It is research topic

1. SURVEY ON DOCTORS EXPECTATION
FROM MEDICAL REPRESENTATIVES
Guided by:
Dr. Neeti Kasliwal
Associate Professor
School of Pharmaceutical Management
IIHMR University
Submitted By:
Parth Sarthy
MBA Pharmaceutical Management
2017-2019

2. INTRODUCTION
 : “Marketing is an organizational function
and a set of process for creating,
communicating, and de-levering value to
customers and for managing customer
relationships in ways that benefit the
organization and its stake holders” as per
AMA.
 Sales representative in pharmaceutical marketing
are called as Medical representative. They
promote the company product to the customer that
is physicians.

3. Pharmaceutical sales representative has to perform
four crucial tasks-
 Detailing
 Monitoring
 Sampling
 Retailing (retail booking)

4. LITERATURE REVIEW
 Avinash R. Patwardhan, MD in The Journal of
Health Care of Volume 53: 1-5 in year 2016 stated
that-
The perception and attitudes of the physicians show
that mostly physicians deny that they get influenced
by the promotional pitches of the med reps although
there is evidence that physicians admit that they get
influenced.

5.  Adriane Fugh-Berman*, Shahram Ahari in
article How Med reps influence doctors &
make friends stated that-
Med reps increase drug sales by influencing
physicians, and they do so with finely titrated doses
of friendship.
They are also trained to assess physicians’
personalities, practice styles, and preferences, and to
relay this information back to the company

6. OBJECTIVES
 To find out the personal selling effectiveness in
doctor’s perception.
 To find out what doctors expect from medical
representative.
 Perception analysis of doctors towards medical
representatives.

7. PROBLEM STATEMENT
 The problem of this study is that Doctors really want
that when the med reps come to them , high
standard of ethical conduct is maintained.
 They want to get entertained with well technically
sounded med reps and want a proper follow up of
their queries.
 Med reps tailor their visits accordingly.

8. STUDY DESIGN
 This was descriptive study in which observational
study was done to defined as a method of viewing
and recording the participants.

9. Sample design Data Collection Method
 Google form was sent
to 20 respondents in
outside Jaipur.
 Interview is conducted of
30 respondents in
which questions are
asked in Jaipur.
 It includes medical
student from 3rd year
to PG student.
 Data was collected from
respondents in Jaipur,
Patna and Delhi.
 By personal
interview in Jaipur &
by online filling of
Google form from Patna
& Delhi respondents.
Research Methodology

10. 1)Why med reps are useful
for medical profession?
a) What are the
alternatives of med reps?
Data Analysis

11. b) Do you check email
every day?
2) Generally, how many
representatives you see in
a day?

12. 3) What should be the
interval between visits?
4) To what extent MR
influence your choice of
drugs in prescribing?

13. 5) In your opinion what should be the
minimum qualification of MR?

14. 6) Is these are the quality of
good MR?
 Product knowledge &
salesmanship
 Brief detailing
 Personality
 Good education

15. 7) Do you feel medical
literature distributed by
med reps of any use to you?
8) Are the drug samples
distributed by MRs are
useful to you?

16. 9) Is these are the short
comings of medical
literature?
 Too detailed
 Time consuming
 Misleading

17. 10) Doctors should give
preference to MRs who
distributes samples ?
11) Do you think samples
given by MRs to remind
brand name?

18. 12) These suggestions or feedbacks would you like to give
MRs to that their services made more useful to you?
 High standard of
ethical conduct in
profession.
 Sensitive to doctors
workload.
 Tailor visits
accordingly.
 Follow up queries of
health professionals.

19. Conclusion
 Study revealed that young doctors and students
are more likely to entertain medical
representatives than experienced doctors.
 Overall this study may help to increase the
effectiveness of personal selling by pointing
medical representatives towards right direction.

20. THANK YOU