International Journal of Current Research and Review
ISSN: 2231-2196 (Print)ISSN: 0975-5241 (Online)
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IJCRR - Vol 02 Issue 11, November, 2010

Pages: 09-13

Date of Publication: 30-Nov--0001


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PERFORMANCE ACCELERATING PARAMETER FOR MEDICAL REPRESENTATIVE

Author: P. K. Sahoo, Mahendra

Category: Healthcare

Abstract:The study emphasize on finding various parameters which enhance the working efficiency of sales executive as these executive are the basic unit of the company to achieve the sales – backbone of the Business. Various motivational factors were identified by the literature survey and study conducted on the employees of various organizations and then these factors were correlated by the various hypotheses proposed e.g. Maslow's Hierarchy of Need Theory, Top Down Theory etc. Questionnaires used as a tool to study the various factors. Responses collected were analyzed and correlated by demographics. The motivational factors were found to be
significantly affected by age and gender.

Keywords: Target, Territory, Pharmaceutical Product Executive

Full Text:

INTRODUCTION

Pharmaceutical product executives are the employee of pharmaceutical companies, responsible for the sales and building the image of the organization. Marketing executives are the key contacts between the pharmaceutical industry and the medical professionals. They have the responsibility of promoting their companies major products directly to GP's and hospital doctors. They do this via face to face meetings or medical presentations at various types of meetings. All representatives tend to work in a 'territory'. In terms of the marketing theory a territory is defined as a geographical area consisting of a sizable number of customers catered by a single marketing executive. Sometimes companies have double manned territories rather than single manned territories. The territory size, geography etc varies according to companies. The day to day work of the representative tends to be target based around, sales, call rates and other objectives set around individual personal development plans. The marketing executive takes care of the growth of sales of his territory, attends to the complaints of the distributors, retailers and customers. The marketing executive is responsible for collection of data and provides the same to the organization for further market research.

Various functions of these employees are:

1. Giving presentations to doctors and various other medical staff. 2. Working with a sales team to develop strategies to approach potential customers and garner sales.

3. Working to meet and talk to new contacts within the healthcare field.

4. Keeping detailed records of all contacts, both potential and existing.

5. Organizing presentations and conferences for doctors and various other medical staff.

6. Staying up to date with the latest clinical data and passing this information on to healthcare professionals at presentations.

7. Cold-calling doctors, pharmacists, and other medical staff to setup appointments.

8. Keeping informed about the latest competitors' products.

9. Increase your company's brand and product awareness amongst healthcare professionals, and ultimately persuade them to adopt their usage.

The Bottom Up Theory and Top Down Theory:

Bottom up theory state that individuals have needs and they will be happy if their needs are satisfied. The sum of positive and negative effect is used to determine happiness. If positive effect is greater than negative effect, individual will judge their life as happy. In contrast, Top down theory states that there is a global propensity to experience things in a positive way. In other words, all individuals have a desire to be happy and this attitude will be the major influence on their lives. Thus, feeling about job satisfaction are generated in one of two ways: bottom up theory by adding positive effects and subtracting negative one's, or from the top down theory by the diffusion of one's desire to happy.3

Method: Questionnaire was prepared, aspects selected by literature review and consulting medical representatives of various organizations. Factors included are listed below:

a) Increase in salary

b) Recognition at work place

c) Liberty to work

d) Incentive

e) Opportunity to personal growth

f) Promotion

g) Promotional scheme

h) On the job training

i) Meeting with superiors Job security

j) Relationship with superior, peers and subordinates

k) Self esteem

Factors given in various question to rank them according to the priority of individual in different questions. In addition to above factor ranked some qualitative questions were also included i.e. Demotivational practice, Reason for leaving last organization.

Data Collection: Data were collected personally at various hospital in delhi e.g. All India Institute of Medical Sciences, Safderjung Hospital, Batra hospital etc. Few were send by e mail for collecting responses.

Sample: Sample size selected was 200, concerning the partially filled questionnaire total 220 questionnaire were distributed.

Demographics: To study the impact of demographic factors on motivational factors some demographic factors were included in questionnaire i.e Age, Gender, Educational Qualification of respondents. The study included:

RESULTS

On the Basis of Age

  • What are the motivational factor to you, which helps you to enhance your performance

The number of respondents were 49 for increase in salary, 34 for Recognition at work place, 13 for Liberty to work, 14 for Incentive, 37 for Opportunity to personal growth, 18 for Promotion for the age group of 20 - 30 yrs and for the age group of 30 and above the number of respondents are, 12 for increase in salary, 6 for Recognition at work place, 4 for Liberty to work, 2 for Incentive, 7 for Opportunity to personal growth, 4 for Promotion.

  • How the under mentioned activity motivates your target achievement

The number of respondents were 75 for promotional scheme, 57 for On the job training, 33 for meeting with superiors for the age group of 20 - 30 yrs, the number of respondents for the age group 30 and above, 13 for promotional scheme, 18 for on the job training and 4 for meeting with superiors.

  • The important factor for you for working in organization

The number of respondents are 72 for job security, 38 for relationship with superior, peer and subordinate and 55 for self esteem for the age group of 20- 30yrs, and for the age group 30yrs and above 13 respondents were for job security, 12 for relationship with superior , peer and subordinate and 10 for self esteem.

On basis of company profile

  • What are the motivational factor to you, which helps you to enhance your performance

The number of respondents from the Indian employee were 32 for increase in salary, 28 for recognition at work place, 12 for liberty to work, 9 for incentive, 26 for opportunity to personal growth and 18 were for promotion while employees from M.N.C the responses were, 27 increase in salary, 13 recognition at work place, 4 liberty to work , 6 incentive, 18 opportunity to personal growth and 7 for promotion.

  • How the under mentioned activity motivates your target achievement

The number of respondents were 55 for promotional scheme, 44 for on the job training and 26 for meeting with superiors for the employees of Indian organization, while for M.N.C. for, respondents were 32 for promotional scheme, 31 for on the job training and 12 for meeting with superiors

  • The important factor for you for working in organization

The number of respondents were 53 for job security, 33 for relationship with superior, peer and subordinate for Indian organization while for M.N.C. the respondents were 31 for job security, 22 for relationship with superior, peer and subordinate and 22 for self esteem

DISCUSSION

For the age group of 20 -30 yrs:

In response to motivational factor necessary for them to increase the performance 29.69% respondents give their priority to increase in salary, For achieving the targeted sale 45.45% respondents find promotional schemes given to the chemist, Necessary factor for working in any organization priority given to job security 37.14%,

For the age group 30 yrs and above respondent:

They gave priority to increase in salary 34. 38%, In response to achievement of targeted sale 51.42% respond to on the job training, Respondent finds 37.14% self esteem as the important factor for you for working in organization.

For executive from Indian company:

The executives working for Indian company give their preferences to increase in salary 25.6%, they finds that promotional scheme given to chemist are more beneficial 42.4%, %, the factor necessary for them to work in organization jobs security 24.8%.

For executive from M.N.C:

The executive from Multinational Organization give their preference to increase in salary 36%, for achievement of targeted salary they find promotional scheme 42.67, %, the necessary factor for them to work in any organization are job security 42.34%.

References:

1. http://www.prospects.ac.uk/p/types _of_job/medical_sales_representati ve_job_description.jsp/ accessed on 10 Jan 2010

2. Prasad L M. Principle and practice of management.7th New Delhi. Sultan chand. P 661

3. Sharon A. Devaney, Zhan(Sandy) Chan. Job satisfaction of Recent Graduate in Financial Services. 2003 May 28.

Announcements

Dr. Pramod Kumar Manjhi joined Editor-in-Chief since July 2021 onwards

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Awards, Research and Publication incentive Schemes by IJCRR

Best Article Award: 

One article from every issue is selected for the ‘Best Article Award’. Authors of selected ‘Best Article’ are rewarded with a certificate. IJCRR Editorial Board members select one ‘Best Article’ from the published issue based on originality, novelty, social usefulness of the work. The corresponding author of selected ‘Best Article Award’ is communicated and information of award is displayed on IJCRR’s website. Drop a mail to editor@ijcrr.com for more details.

Women Researcher Award:

This award is instituted to encourage women researchers to publish her work in IJCRR. Women researcher, who intends to publish her research work in IJCRR as the first author is eligible to apply for this award. Editorial Board members decide on the selection of women researchers based on the originality, novelty, and social contribution of the research work. The corresponding author of the selected manuscript is communicated and information is displayed on IJCRR’s website. Under this award selected women, the author is eligible for publication incentives. Drop a mail to editor@ijcrr.com for more details.

Emerging Researcher Award:

‘Emerging Researcher Award’ is instituted to encourage student researchers to publish their work in IJCRR. Student researchers, who intend to publish their research or review work in IJCRR as the first author are eligible to apply for this award. Editorial Board members decide on the selection of student researchers for the said award based on originality, novelty, and social applicability of the research work. Under this award selected student researcher is eligible for publication incentives. Drop a mail to editor@ijcrr.com for more details.


Best Article Award

A Study by Amr Y. Zakaria et al. entitled "Single Nucleotide Polymorphisms of ATP-Binding Cassette Gene(ABCC3 rs4793665) affect High Dose Methotrexate-Induced Nephrotoxicity in Children with Osteosarcoma" is awarded Best Article for Vol 13 issue 19
A Study by Kholis Ernawati et al. entitled "The Utilization of Mobile-Based Information Technology in the Management of Dengue Fever in the Community Year 2019-2020: Systematic Review" is awarded Best Article for Vol 13 issue 18
A Study by Bhat Asifa et al. entitled "Efficacy of Modified Carbapenem Inactivation Method for Carbapenemase Detection and Comparative Evaluation with Polymerase Chain Reaction for the Identification of Carbapenemase Producing Klebsiella pneumonia Isolates" is awarded Best Article for Vol 13 issue 17
A Study by Gupta R. et al. entitled "A Clinical Study of Paediatric Tracheostomy: Our Experience in a Tertiary Care Hospital in North India" is awarded Best Article for Vol 13 issue 16
A Study by Chandran Anand et al. entitled "A Prospective Study on Assessment of Quality of Life of Patients Receiving Sorafenib for Hepatocellular Carcinoma" is awarded Best article for Vol 13 issue 15
A Study by Rosa PS et al. entitled "Emotional State Due to the Covid – 19 Pandemic in People Residing in a Vulnerable Area in North Lima" is awarded Best Article for Vol 13 issue 14
A Study by Suvarna Sunder J et al. entitled "Endodontic Revascularization of Necrotic Permanent Anterior Tooth with Platelet Rich Fibrin, Platelet Rich Plasma, and Blood Clot - A Comparative Study" is awarded Best Article for Vol 13 issue 13
A Study by Mona Isam Eldin Osman et al. entitled "Psychological Impact and Risk Factors of Sexual Abuse on Sudanese Children in Khartoum State" is awarded Best Article for Vol 13 issue 12
A Study by Khaw Ming Sheng & Sathiapriya Ramiah entitled "Web Based Suicide Prevention Application for Patients Suffering from Depression" is awarded Best Article for Vol 13 issue 11
A Study by Purushottam S. G. et al. entitled "Development of Fenofibrate Solid Dispersions for the Plausible Aqueous Solubility Augmentation of this BCS Class-II Drug" is awarded Best article for Vol 13 issue 10
A Study by Kumar S. et al. entitled "A Study on Clinical Spectrum, Laboratory Profile, Complications and Outcome of Pediatric Scrub Typhus Patients Admitted to an Intensive Care Unit from a Tertiary Care Hospital from Eastern India" is awarded Best Article for Vol 13 issue 09
A Study by Mardhiah Kamaruddin et al. entitled "The Pattern of Creatinine Clearance in Gestational and Chronic Hypertension Women from the Third Trimester to 12 Weeks Postpartum" is awarded Best Article for Vol 13 issue 08
A Study by Sarmila G. B. et al. entitled "Study to Compare the Efficacy of Orally Administered Melatonin and Clonidine for Attenuation of Hemodynamic Response During Laryngoscopy and Endotracheal Intubation in Gastrointestinal Surgeries" is awarded Best Article for Vol 13 issue 07
A Study by M. Muthu Uma Maheswari et al. entitled "A Study on C-reactive Protein and Liver Function Tests in Laboratory RT-PCR Positive Covid-19 Patients in a Tertiary Care Centre – A Retrospective Study" is awarded Best Article of Vol 13 issue 06 Special issue Modern approaches for diagnosis of COVID-19 and current status of awareness
A Study by Gainneos PD et al. entitled "A Comparative Evaluation of the Levels of Salivary IgA in HIV Affected Children and the Children of the General Population within the Age Group of 9 – 12 Years – A Cross-Sectional Study" is awarded Best Article of Vol 13 issue 05 Special issue on Recent Advances in Dentistry for better Oral Health
A Study by Alkhansa Mahmoud et al. entitled "mRNA Expression of Somatostatin Receptors (1-5) in MCF7 and MDA-MB231 Breast Cancer Cells" is awarded Best Article of Vol 13 issue 06
A Study by Chen YY and Ghazali SRB entitled "Lifetime Trauma, posttraumatic stress disorder Symptoms and Early Adolescence Risk Factors for Poor Physical Health Outcome Among Malaysian Adolescents" is awarded Best Article of Vol 13 issue 04 Special issue on Current Updates in Plant Biology to Medicine to Healthcare Awareness in Malaysia
A Study by Kumari PM et al. entitled "Study to Evaluate the Adverse Drug Reactions in a Tertiary Care Teaching Hospital in Tamilnadu - A Cross-Sectional Study" is awarded Best Article for Vol 13 issue 05
A Study by Anu et al. entitled "Effectiveness of Cytological Scoring Systems for Evaluation of Breast Lesion Cytology with its Histopathological Correlation" is awarded Best Article of Vol 13 issue 04
A Study by Sharipov R. Kh. et al. entitled "Interaction of Correction of Lipid Peroxidation Disorders with Oxibral" is awarded Best Article of Vol 13 issue 03
A Study by Tarek Elwakil et al. entitled "Led Light Photobiomodulation Effect on Wound Healing Combined with Phenytoin in Mice Model" is awarded Best Article of Vol 13 issue 02
A Study by Mohita Ray et al. entitled "Accuracy of Intra-Operative Frozen Section Consultation of Gastrointestinal Biopsy Samples in Correlation with the Final Histopathological Diagnosis" is awarded Best Article for Vol 13 issue 01
A Study by Badritdinova MN et al. entitled "Peculiarities of a Pain in Patients with Ischemic Heart Disease in the Presence of Individual Combines of the Metabolic Syndrome" is awarded Best Article for Vol 12 issue 24
A Study by Sindhu Priya E S et al. entitled "Neuroprotective activity of Pyrazolone Derivatives Against Paraquat-induced Oxidative Stress and Locomotor Impairment in Drosophila melanogaster" is awarded Best Article for Vol 12 issue 23
A Study by Habiba Suhail et al. entitled "Effect of Majoon Murmakki in Dysmenorrhoea (Usre Tams): A Standard Controlled Clinical Study" is awarded Best Article for Vol 12 issue 22
A Study by Ghaffar UB et al. entitled "Correlation between Height and Foot Length in Saudi Population in Majmaah, Saudi Arabia" is awarded Best Article for Vol 12 issue 21
A Study by situs slot and Siti Sarah Binti Maidin entitled "Sleep Well: Mobile Application to Address Sleeping Problems" is awarded Best Article for Vol 12 issue 20
A Study by Avijit Singh et al. situs slot "Comparison of Post Operative Clinical Outcomes Between “Made in India” TTK Chitra Mechanical Heart Valve Versus St Jude Mechanical Heart Valve in Valve Replacement Surgery" is awarded Best Article for Vol 12 issue 19
A Study by Sonali Banerjee and Mary Mathews N. entitled "Exploring Quality of Life and Perceived Experiences Among Couples Undergoing Fertility Treatment in Western India: A Mixed Methodology" is awarded Best Article for Vol 12 issue 18
A Study by Jabbar Desai et al. entitled "Prevalence of Obstructive Airway Disease in Patients with Ischemic Heart Disease and Hypertension" is awarded Best Article for Vol 12 issue 17
A Study by Juna Byun et al. entitled "Study on Difference in Coronavirus-19 Related Anxiety between Face-to-face and Non-face-to-face Classes among University Students in South Korea" is awarded Best Article for Vol 12 issue 16
A Study by Sudha Ramachandra & Vinay Chavan entitled "Enhanced-Hybrid-Age Layered Population Structure (E-Hybrid-ALPS): A Genetic Algorithm with Adaptive Crossover for Molecular Docking Studies of Drug Discovery Process" is awarded Best article for Vol 12 issue 15
A Study by Varsha M. Shindhe et al. entitled "A Study on Effect of Smokeless Tobacco on Pulmonary Function Tests in Class IV Workers of USM-KLE (Universiti Sains Malaysia-Karnataka Lingayat Education Society) International Medical Programme, Belagavi" is awarded Best article of Vol 12 issue 14, July 2020
A study by Amruta Choudhary et al. entitled "Family Planning Knowledge, Attitude and Practice Among Women of Reproductive Age from Rural Area of Central India" is awarded Best Article for special issue "Modern Therapeutics Applications"
A study by Raunak Das entitled "Study of Cardiovascular Dysfunctions in Interstitial Lung Diseas epatients by Correlating the Levels of Serum NT PRO BNP and Microalbuminuria (Biomarkers of Cardiovascular Dysfunction) with Echocardiographic, Bronchoscopic and HighResolution Computed Tomography Findings of These ILD Patients" is awarded Best Article of Vol 12 issue 13 
A Study by Kannamani Ramasamy et al. entitled "COVID-19 Situation at Chennai City – Forecasting for the Better Pandemic Management" is awarded best article for  Vol 12 issue 12
A Study by Muhammet Lutfi SELCUK and Fatma situs slot entitled "Distinction of Gray and White Matter for Some Histological Staining Methods in New Zealand Rabbit's Brain" is awarded best article for  Vol 12 issue 11
A Study by Anamul Haq et al. entitled "Etiology of Abnormal Uterine Bleeding in Adolescents – Emphasis Upon Polycystic Ovarian Syndrome" is awarded best article for  Vol 12 issue 10
A Study by situs slot et al entitled "Estimation of Reference Interval of Serum Progesterone During Three Trimesters of Normal Pregnancy in a Tertiary Care Hospital of Kolkata" is awarded best article for  Vol 12 issue 09
A Study by Ilona Gracie De Souza & Pavan Kumar G. entitled "Effect of Releasing Myofascial Chain in Patients with Patellofemoral Pain Syndrome - A Randomized Clinical Trial" is awarded best article for  Vol 12 issue 08
A Study by Virendra Atam et. al. entitled "Clinical Profile and Short - Term Mortality Predictors in Acute Stroke with Emphasis on Stress Hyperglycemia and THRIVE Score : An Observational Study" is awarded best article for  Vol 12 issue 07
A Study by K. Krupashree et. al. entitled "Protective Effects of Picrorhizakurroa Against Fumonisin B1 Induced Hepatotoxicity in Mice" is awarded best article for issue Vol 10 issue 20
A study by Mithun K.P. et al "Larvicidal Activity of Crude Solanum Nigrum Leaf and Berries Extract Against Dengue Vector-Aedesaegypti" is awarded Best Article for Vol 10 issue 14 of IJCRR
A study by Asha Menon "Women in Child Care and Early Education: Truly Nontraditional Work" is awarded Best Article for Vol 10 issue 13
A study by Deep J. M. "Prevalence of Molar-Incisor Hypomineralization in 7-13 Years Old Children of Biratnagar, Nepal: A Cross Sectional Study" is awarded Best Article for Vol 10 issue 11 of IJCRR
A review by Chitra et al to analyse relation between Obesity and Type 2 diabetes is awarded 'Best Article' for Vol 10 issue 10 by IJCRR. 
A study by Karanpreet et al "Pregnancy Induced Hypertension: A Study on Its Multisystem Involvement" is given Best Paper Award for Vol 10 issue 09
Late to bed everyday? You may die early, get depression situs slot
Egg a day tied to lower risk of heart disease situs slot
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List of Awardees

A Study by Ese Anibor et al. "Evaluation of Temporomandibular Joint Disorders Among Delta State University Students in Abraka, Nigeria" from Vol 13 issue 16 received Emerging Researcher Award


A Study by Alkhansa Mahmoud et al. entitled "mRNA Expression of Somatostatin Receptors (1-5) in MCF7 and MDA-MB231 Breast Cancer Cells" from Vol 13 issue 06 received Emerging Researcher Award


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