Training & Development of the Medical sales representatives

Abstract

Salespeople of pharmaceutical companies, who are termed as the MPOs (marketing promotion officers), are the central part of the promotional activities of the companies, Because, mass media advertising of life saving drugs is prohibited, these companies have to depend solely on their sales forces to promote their products to the pharmacists, chemists, Doctors and Medical Institution-countrywide. In order to ensure the development of an efficient sales force, square pharmaceutical Ltd, like the other dominant pharmaceutical companies, invests heavily toward the proper implementation of the training programs of MIPOs. Because the job is very laborious and requires firm determination, MPOs are offered attractive salary packages and other benefits. Despite these attractive offerings, MPO turnover is a common headache for all the companies. MPOs leave for various reasons. The costs are high for the companies in terms of both tangible and intangible costs.