MR MANAGEMENT

Purpose

MR activities have recently had to change dramatically.

  • Hospitals started restricting sales visits.
  • Old ways of sales activities do not guarantee good results.
  • You cannot negotiate prices.
  • Doctors don’t care to listen if you only talk about the details.
  • Correct information about side effects of medicine is demanded.

In a word, MRs need to be recognized as specialists to provide information on medicine for patient treatment. In this changing environment for MRs to be successful, you have to meet doctors’ expectations. In order to do that, MRs have to have enough knowledge of medicine and skills to communicate with doctors, understanding their perspectives and their thinking. For managers to train these MRs and promote MR activities responding to changes, you have to direct them through their daily work.

MR-M: MR MANAGEMENT is designed to help managers develop skills for training and directing MRs through OJT opportunities, such as accompanying/ joint visits; discover ways of giving more effective advice; and improving their subordinates’ weak points to carry out MR activities more effectively.

Expected Results

You will be able to:

  • Avoid uniform direction by understanding each subordinate
  • Direct subordinates effectively based on observation of their words and actions
  • Encourage subordinates to act more spontaneously as you will direct them based on their consent
  • Help create an environment where people in the department share mutual enlightenment which leads to functioning well as a whole organization.
  • Gain more skills and promote higher productivity by connecting to MR Output Skill and Follow up Tool.

Who should take this course?

  • Participants: MR managers
  • Number: 20 per class
  • Period: 2 days

Course Program

Day 1
9:00

1. Orientation

  • Purpose of the course
  • Course Outline
  • OJT
  • Subordinates’ problems and how to direct them
  • How to develop OJT
  • Opportunity of OJT
  • Grasping subordinates’ current condition
  • Process of MR activities

2. How to receive reports

  • Interview skill
  • Interview skill-Role play
17:00

3. Accompanying (joint) visit

  • Point of joint visit
  • Importance of observation
  • Praising good points
  • Praising good points – Role play
Day 2
9:00

3. Joint visit (accompanying visit)

  • Pointing out the problems
  • Pointing out the problems – Role Play

4. Problem finding and direction method at the meeting

  • Problematic points of subordinate
  • Problem/ solution at the meeting
17:00

5. When assigning work

  • Communicating expectation
  • How to communicate expectation
  • How to communicate expectation – Role Play
  • Mistakes managers tend to make.
  • Action plan of OJT
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