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Competency Standards p1

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Training Sales Supervisors, DM Training, Field Managers

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									Competency Standards Based on the Job Description Table 3 Medical Representative Performance Standards Tasks MD Calls per day Needs Improvement Less than 10 MD calls per day Call Planning: Less than 100% Updates less than 5% of MDs every 6 mos. Visits less than 100% AA MDs. Adequate Call average of 10 MDs per day Call Planning: 100% Updates 5% of MDs every 6 mos. Visits 100% of all AA MDs Applies selling skills in 80% of calls Excellent Call average of 11-12 MDs per day Call Planning always 100% Updates 7-8% of MDs every 6 mos. Visits more than 100% Applies selling skills in 90% of calls

Call Planning: Records and utilizes proper call planning information. Physician Selection and Coverage: Selects and calls on the most productive physicians as required.

Selling Skills: Utilizes Applies selling skills in less communication skills and available than 80% of calls resources to persuade all customers to prescribe recommended Company products. Customer Rapport: Makes productive use of personal rapport to increase sales of company products. Fills and uses personal data base for fewer than 80% of top 20 MDs: few repeat orders

Fills personal data base for 80% of top 20 MDs; many repeat orders

Fills and uses personal data base for 90% of top 20 MDs; many repeat orders


								
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