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Model Curriculum

1. Medical Sales Representative


SECTOR: LIFE SCIENCES
SUB-SECTOR: PHARMACEUTICAL, BIOPHARMACEUTICAL
OCCUPATION: SALES & MARKETING
REF ID: LFS/ Q 0401 Ver1.0
NSQF LEVEL: LEVEL 4

Medical Sales Representative 1


Medical Sales Representative
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TABLE OF CONTENTS

1. Curriculum 01
2. Trainer Prerequisites 05
3. Annexure: Assessment Criteria 06

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Medical Sales
Representative
CURRICULUM / SYLLABUS

This program is aimed at training candidates for the job of a “Medical Sales Representative”, in the “Life
Sciences” Sector/Industry and aims at building the following key competencies amongst the learner

Program Name Medical Sales Representation

Qualification Pack Name


Medical Sales Representative LFS/ Q 0401 Ver2.0
& Reference ID. ID

Version No. 2.0 Version Update Date 11.07.2016

Pre-requisites to Training Minimum qualification – Diploma or Any Graduate

Training Outcomes After completing this programme, participants will be able to:
 Gain knowledge about Industry Eco System, Regulations and
Ethical Practices (MCI Code of Conduct/ UCP-MP Guidelines/ MRTP
Act) to enable him/herself for establishing the Industry Standards in
his/her performance
 Gain scientific knowledge about Human Anatomy & Physiology and
medical terms related to it, Pharmacology, Drug and its
composition and key characteristics, Various Drug Formularies,
Drug Transport Mechanism in human body, Therapeutic Drug and
its Classes, Pharmacovigilance and Disease Management to enable
him/herself for participation in discussion and establish the Industry
Contacts
 Learn how to monitor competitors by gathering market data on
pricing/ new products/ marketing techniques and trade offers,
analysing the same and in turn recommend the changes/
improvements in products/ services of the company
 Gain knowledge about Trends in pharmaceutical marketing,
technological advancements and Use of Information Technology in
Pharma Sale, Basics of Market Research and Sales Process and
approaches in Life Sciences
 Promote and sell products to potential and existing customers by
managing the customer relationship without compromising on the
Standards and Ethics
 Provide required after sales services to the customer
 Organize medical conferences and events
 Practice the professional Skills at work; like Decision Making,
Planning & Organizing, Customer Centricity, Problem Solving,
Objection Handling, Analytical Thinking, Critical Thinking

Medical Sales Representative 1


This course encompasses 8 out of 8 National Occupational Standards (NOS) of “Medical Sales
Representative” Qualification Pack issued by “Life Sciences Sector Skill Development Council”.
Sr. Equipment
Module Key Learning Outcomes
No. Required
1 Orientation Module  Know the General Discipline of the class Participant Manual,
room to be followed during the program Power point
Theory Duration  Maintain knowledge of key persons at presentation, Case
(hh:mm) hospitals, pharmacies and dealers, gain Studies, Computer
02:30 knowledge about the Overview of system, LCD
Practical Duration Healthcare Ecosystem including Projector & Screen/
(hh:mm) relevant Govt. Scheme, social security LCD Monitor, Mike,
02:00 benefits, ESI, CGHS and Overview about Sound System,
Life Sciences Industry in Indian and Laser Pointer,
Corresponding NOS Global Context which would enable White/ Black Board,
Code him/her White Board
LFS/N0401; LFS/N0402;  Stay informed about health and other Marker/ chalk,
LFS/N0403 relevant standards and the possible duster, flip charts
company’s tie up with various regulatory
bodies and authorities, know basic
knowledge about Regulatory
Authorities and Government Policies,
rules and Regulations (CDSCO/NPPA/
MRTP Act) and their impact on business
dynamics, relevant to Life Sciences
Industry
2 Understand Role of MSR  Perform the occupations effectively as per Participant Manual,
and Code of Conduct company’s standard guidelines; gain Power point
guidelines for MSR orientation with Existing Organisation in presentation, Case
Life Sciences Industry (in context of Studies, Computer
Theory Duration Large/Medium/ Small Enterprises): Their system, LCD
(hh:mm) Organization Structure, Benefits and Projector & Screen/
02:30 typical sales function in a Life Sciences LCD Monitor, Mike,
Practical Duration organization and understand the Role of a Sound System,
(hh:mm) MSR and required skills and knowledge (As Laser Pointer,
09:30 per Qualification Pack) and its Career Path White/ Black Board,
as well as know the MCI Code of Conduct White Board
Corresponding NOS guidelines for MSR and UCP-MP Act Marker/ chalk,
Code duster, flip charts
LFS/N0401; LFS/N0402;
LFS/N0403

3 Distribution System of  Maintain knowledge of key persons at Participant Manual,


Pharmaceutical hospitals, pharmacies and dealers and to Power point
Products ensure smooth coordination with product presentation, Case
distribution related stakeholders; gain the Studies, Computer
Theory Duration understanding of Distribution System of system, LCD
(hh:mm) Pharmaceutical Products and role of Projector & Screen/
01:00 various stakeholders involved like CFA, LCD Monitor, Mike,
Practical Duration Distributor, Stockist, and Liasoning Sound System,
(hh:mm) Agents. Laser Pointer,
09:00 White/ Black Board,
White Board
Corresponding NOS Marker/ chalk,
Code duster, flip charts

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Sr. Equipment
Module Key Learning Outcomes
No. Required
LFS/N0401; LFS/N0402

4 Market Research and  Monitor competitor’s products and selling Participant Manual,
Analysis and RCPA and promotional activities and gather Power point
current market information on pricing, presentation, Case
Theory Duration new products, delivery schedules, Studies, Computer
(hh:mm) promoting techniques, etc, know the system, LCD
03:00 techniques of Market Research Projector & Screen/
Practical Duration  Conduct the retail chemist prescription LCD Monitor, Mike,
(hh:mm) audit effectively and to identify needs of Sound System,
06:00 potential customers by going through the Laser Pointer,
prescriptions given by the doctors in the White/ Black Board,
Corresponding NOS defined geography to their patients, know White Board
Code how to conduct and analyse retail call Marker/ chalk,
LFS/N0401; LFS/N0402 audits and how to use IT to Capture Market duster, flip charts,
information and also gain the orientation Sample Brochure of
with Physician and Pharmacist needs and Pharma Products,
working environment role play skits/ write
ups
5 Understanding of  Understand technical/ scientific data Participant Manual,
Human Body: Anatomy presentations and briefings about product Power point
and Physiology and market, know the basics of general presentation, Case
Anatomy and general Physiology, and Studies, Computer
Theory Duration learn various systems of the Human body system, LCD
(hh:mm) in tandem with physiology of that organ Projector & Screen/
08:00 and system as whole and Familiarise with LCD Monitor, Mike,
Practical Duration medical specialities and their common Sound System,
(hh:mm) diseases Laser Pointer,
02:00 White/ Black Board,
White Board
Corresponding NOS Marker/ chalk,
Code duster, flip charts,
LFS/N0401 Charts of Human
Anatomy and
Physiology
6 Basics of Pharmacology  Understand technical/ scientific data Participant Manual,
presentations and briefings and to Power point
Theory Duration understand and interpret clinical data presentation, Case
(hh:mm) supplied by company, learn fundamentals Studies, Computer
02:00 of pharmacology; understand related system, LCD
Practical Duration terms and their significance and Projector & Screen/
(hh:mm) understand basics of Drug metabolism LCD Monitor, Mike,
00:30 Sound System,
Laser Pointer,
Corresponding NOS White/ Black Board,
Code White Board
LFS/N0401; Marker/ chalk,
duster, flip charts
7 Overview of Drug  Understand technical/ scientific data Participant Manual,
Administration presentations and briefings and to Power point
understand and interpret clinical data presentation, Case

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Sr. Equipment
Module Key Learning Outcomes
No. Required
Theory Duration supplied by company, know what is drug Studies, Computer
(hh:mm) administration, How drug is transported system, LCD
01:00 within the Human Body, Mechanism of Projector & Screen/
Practical Duration drug absorption mechanism in the Human LCD Monitor, Mike,
(hh:mm) body and know Methods of drug Sound System,
01:00 administration and various routes of drug Laser Pointer,
administration White/ Black Board,
Corresponding NOS White Board
Code Marker/ chalk,
LFS/N0401 duster, flip charts

8 Therapeutic Drug  Understand technical/ scientific data Participant Manual,


Classes and Categories presentations and briefings, know about Power point
the Therapeutic Drug Classes & Categories presentation, Case
Theory Duration and their use in understanding the Product Studies, Computer
(hh:mm) system, LCD
01:00 Projector & Screen/
Practical Duration LCD Monitor, Mike,
(hh:mm) Sound System,
01:00 Laser Pointer,
White/ Black Board,
Corresponding NOS White Board
Code Marker/ chalk,
LFS/N0401 duster, flip charts

9 Drug Formularies and  Understand technical/ scientific data Participant Manual,


their relevance for MSR presentations and briefings and to deliver Power point
convincing presentations to doctors, presentation, Case
Theory Duration pharmacists and other potential Studies, Computer
(hh:mm) customers gain knowledge about Drug system, LCD
01:00 Formularies and their relevance for MSR Projector & Screen/
Practical Duration LCD Monitor, Mike,
(hh:mm) Sound System,
01:00 Laser Pointer,
White/ Black Board,
Corresponding NOS White Board
Code Marker/ chalk,
LFS/N0401; duster, flip charts,
LFS/N0402 Sample Drug
Formulary
10 Orientation on  Follow company’s legal guidelines and Participant Manual,
Pharmacovigilance pharmacovigilance process, know that Power point
what comprise the field of presentation, Case
Theory Duration pharmacovigilance and its related fields, Studies, Computer
(hh:mm) understand its relevance & potential for system, LCD
01:00 MSR’s role, know common terms used and Projector & Screen/
Practical Duration their reference, understand the scope of LCD Monitor, Mike,
(hh:mm) Pharmacovigilance as a system, know Sound System,
02:00 about National & International Laser Pointer,
pharmacovigilance regulatory Authorities White/ Black Board,
Corresponding NOS and learn basic processing of a typical White Board
Code

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Sr. Equipment
Module Key Learning Outcomes
No. Required
LFS/N0402 “pharmacovigilance case” through case Marker/ chalk,
studies. duster, flip charts
11 Orientation of Disease  Understand technical/ scientific data Participant Manual,
Management presentations and briefings about product Power point
and market and to monitor the activities presentation, Case
Theory Duration of health services in a specific area, learn Studies, Computer
(hh:mm) the concept of disease management & Its system, LCD
01:00 Importance, know about process & factors Projector & Screen/
Practical Duration influencing the disease management LCD Monitor, Mike,
(hh:mm) processes at gross level, gain knowledge Sound System,
09:00 for Disease management for common Laser Pointer,
diseases and various projects being run White/ Black Board,
Corresponding NOS Nationally and internationally White Board
Code Marker/ chalk,
LFS/N0401 duster, flip charts
12 Organizational Policy &  Follow the company’s guidelines, process Participant Manual,
Internal Processes at and standard gain the orientation with Power point
Work generic Organizational Policy & various presentation, Case
internal Process relevant for MSR Studies, Computer
Theory Duration system, LCD
(hh:mm) Projector & Screen/
01:00 LCD Monitor, Mike,
Practical Duration Sound System,
(hh:mm) Laser Pointer,
00:00 White/ Black Board,
White Board
Corresponding NOS Marker/ chalk,
Code duster, flip charts,
LFS/N0401; LFS/N0402; Sample Forms for
LFS/N0403 various
organizational
processes
13 Core Skills and  To effectively gather information about Participant Manual,
Professional Skills the product and competitors know the Power point
related to Gathering required skill set and learn application of presentation, Case
Information about related Core Skills and Professional Skills Studies, Computer
Product and Competitor like Reading, writing, listening and system, LCD
speaking, Critical thinking, problem Projector & Screen/
Theory Duration solving, decision making, customer LCD Monitor, Mike,
(hh:mm) centricity, plan and organizing, Analytical Sound System,
03:00 thinking Laser Pointer,
Practical Duration White/ Black Board,
(hh:mm) White Board
06:00 Marker/ chalk,
duster, flip charts
Corresponding NOS
Code
LFS/N0401

14 Pharmaceutical  To develop strategies to increase Participant Manual,


Marketing opportunities to meet and connect with Power point
contacts in the medical and healthcare presentation, Case

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Sr. Equipment
Module Key Learning Outcomes
No. Required
Theory Duration sector; understand Role of Marketing Studies, Computer
(hh:mm) across Product lifecycle; gain knowledge system, LCD
04:00 about trends in Pharmaceutical Marketing Projector & Screen/
Practical Duration and implications of changing marketplace LCD Monitor, Mike,
(hh:mm) on promotional activities in Pharma and Sound System,
22:00 gain knowledge about Patient-Physician Laser Pointer,
relationship and Physician-MSR White/ Black Board,
Corresponding NOS relationship White Board
Code Marker/ chalk,
LFS/N0402 duster, flip charts

15 Orientation with Pre  To sell and promote medical products and Participant Manual,
Sales Activities services and to arrange appointments with Power point
medical professionals gain orientation presentation, Case
Theory Duration with Pre-Sales Activity in reference to Studies, Computer
(hh:mm) Communication strategies for products system, LCD
04:00  To deliver presentations to doctors, Projector & Screen/
Practical Duration pharmacists and other potential LCD Monitor, Mike,
(hh:mm) customers , learn basics of effective Sound System,
09:00 business communication and learn how to Laser Pointer,
conduct effective business meetings White/ Black Board,
Corresponding NOS White Board
Code Marker/ chalk,
LFS/N0402 duster, flip charts,
sample brochures,
medicines, Role
Play Skits
16 Sales in Life Sciences  To sell and promote medical and Participant Manual,
pharmaceutical products and services Power point
Theory Duration learn basics of Selling Process. presentation, Case
(hh:mm)  To develop strategies to increase Studies, Computer
09:00 opportunities to meet and connect with system, LCD
Practical Duration contacts in the medical and healthcare Projector & Screen/
(hh:mm) sector understand different Sales LCD Monitor, Mike,
44:00 Approaches in Pharma Sound System,
 To engage the potential customers using Laser Pointer,
Corresponding NOS various methods, tolls and approaches to White/ Black Board,
Code convince him/her to prescribe your White Board
LFS/N0402 products learn how to effectively handle Marker/ chalk,
Objections, basics of Emotional Quotient duster, flip charts,
(EQ) sample brochures,
 To ensure the target orientation to reach medicines, sample
sales and collection targets learn the visiting cards,
process and importance of daily reporting sample promotional
for MSR material (Visuals),
 To follow company’s legal guidelines and Role Play Skits,
pharmacovigilance process while selling Daily Sales Call
products and providing after-sales service, Report Sample,
including channeling queries through the Inventory Report
company defined process understand Sample, Sample
Tour Plan

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Sr. Equipment
Module Key Learning Outcomes
No. Required
importance of Ethics, Privacy and
Confidentiality for MSR
17 Core Skills and  To promote and sell Pharmaceutical Participant Manual,
Professional Skills Products to potential customers and for Power point
related to promoting providing after sales service, know the presentation, Case
and selling required skill set and learn the application Studies, Computer
Pharmaceutical of Core Skills and Professional Skills like system, LCD
Products to potential Reading, writing, listening, speaking, Plan Projector & Screen/
customers and for and organize, Critical thinking, problem LCD Monitor, Mike,
providing after sales solving, decision making, customer Sound System,
service centricity and their application at Laser Pointer,
workplace White/ Black Board,
Theory Duration White Board
(hh:mm) Marker/ chalk,
02:00 duster, flip charts
Practical Duration
(hh:mm)
06:00

Corresponding NOS
Code
LFS/N0402

18 Organizing Medical  To establish contact with maximum Participant Manual,


Conferences and people within and outside the company to Power point
promotional events gather inputs on arranging the presentation, Case
conference/ promotional event (CMEs) Studies, Computer
Theory Duration learn techniques for Collaborating with system, LCD
(hh:mm) Other Groups and Divisions, understand Projector & Screen/
03:30 the importance of collaboration for MSR LCD Monitor, Mike,
Practical Duration  To gain and spread knowledge from the Sound System,
(hh:mm) event related to business/ brand/ Laser Pointer,
11:00 company learn how to Identify Partnering White/ Black Board,
Opportunities during meetings/ seminars White Board
Corresponding NOS  To manage arrangements within the Marker/ chalk,
Code approved budget learn how to achieve duster, flip charts,
LFS/N0403 Resource Optimisation at work sample brochures,
 To cover all important aspects related to medicines
the topic of the conference in the agenda/
theme of promotional event and to plan
and complete all logistical arrangements
to execution learn the application of
Planning & Organizing Skills at work and
learn how to effectively use Information
Technology in organising conferences and
events (CMEs)
19 Core Skill and  Organize Medical Conferences and Participant Manual,
Professional Skills promotional events (CMEs), by applying Power point
related to Organizing Core Skills and Professional Skills like presentation, Case
Medical Conferences Reading, writing, listening, speaking, Studies, Computer
and promotional events system, LCD

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Sr. Equipment
Module Key Learning Outcomes
No. Required
Analytical thinking, problem solving, Projector & Screen/
Theory Duration decision making, customer centricity LCD Monitor, Mike,
(hh:mm) Sound System,
02:00 Laser Pointer,
Practical Duration White/ Black Board,
(hh:mm) White Board
06:00 Marker/ chalk,
duster, flip charts
Corresponding NOS
Code
LFS/N0403

20 Information Technology  Compile and analyse the reports and Participant Manual,
Skills deliver presentations using Basic Power point
Computer operating Skills like Ms Office presentation,
Theory Duration (Word, Excel, Power point and Outlook); Computer Lab, LCD
(hh:mm) know to work on Internet i.e. searching Projector & Screen/
05:00 information on search engine, mail writing LCD Monitor, Mike,
Practical Duration  To communicate on email learn how to Sound System,
(hh:mm) write mails Laser Pointer,
15:00  To analyse the reports and deliver White/ Black Board,
presentations how to compile office White Board
Corresponding NOS presentations, How to make the online Marker/ chalk,
Code sales reporting and facilitate the online duster
LFS/N0401; product surveys
LFS/N0402;
LFS/N0403

21 English Speaking and  Basics of communication 25 Audio - Video


Personality - Introduction to communication lesson plan covering
Development - Building Vocabulary. topics from Real life
- Sentence construction. situation,
Theory Duration  Basic English Grammar Lecture,
(hh:mm) - Noun, pronoun, Adjective, Verb, Tenses, Games,
100:00 - Preposition, Articles, Conjunction, Group Discussion,
Practical Duration Punctuation. Case Studies
(hh:mm) - Grammar usage in sentences.
80:00  Public speaking skills
- Extempore and Group discussion.
Corresponding NOS - Email drafting, Business correspondence.
Code - Avoiding spelling mistakes and
LFS/N0402 mispronunciations. Letter writing practice.
 Speaking English for the real world
- Everyday communication - Introduction,
Shopping Meeting friends, Traveling,
Visiting a doctor Telephonic
communication, Negotiation, At the
movie Theatre, at the office, Meeting
relatives etc.
 Personality Development

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Sr. Equipment
Module Key Learning Outcomes
No. Required
- Manners & Etiquettes.
- Building confidence and developing
presentation skills.
- Dress code and color pattern.
Interview skills
 Resume writing.
- Interview question and answers.
- Mock sessions.

22 Internship  Learn the practical on the job skills for: Internship


 Information Gathering about Product and Monitoring
Theory Duration Competitor Report
(hh:mm)  Promoting and selling products to
00:00 potential customers (both doctors and
Practical Duration pharmacist and institutional clients like
(hh:mm) hospital and govt. dispensaries) and
80:00 provide after sales service
 Organizing medical conferences and
Corresponding NOS execute promotional events
Code
LFS/N0401;
LFS/N0402;
LFS/N0403

Total Duration  Unique Equipment Required:


Participant Manual, Power point presentation, Computer Lab,
Theory Duration Computer system, LCD Projector & Screen/ LCD Monitor, Mike,
157:30 Sound System, Laser Pointer, White/ Black Board, White Board
Marker/ chalk, duster, flip charts, sample brochures, medicines,
Practical Duration sample visiting cards, sample promotional material (Visuals), Sample
322:30 Drug Formulary, Charts of Human Anatomy and Physiology, Role play
skits/ write ups, Internship Monitoring Report, Sample Forms for
various organizational processes, Daily Sales Call Report Sample,
Inventory Report Sample, Sample Tour Plan

Grand Total Course Duration: 480Hours, 0 Minutes

(This syllabus/ curriculum has been approved by Life Sciences Sector Skill Development Council)

Trainer Prerequisites for Job role: “Medical Sales Representative” mapped to


Qualification Pack: “LFS/Q 0401, v2.0”

Sr.
Area Details
No.
1 Description To deliver accredited training service, mapping to the curriculum detailed
above, in accordance with the Qualification Pack “LFS/Q0401 Ver2.0”.

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2 Personal Aptitude for conducting training, and pre/ post work to ensure competent,
Attributes employable candidates at the end of the training. Strong communication skills,
interpersonal skills, ability to work as part of a team; a passion for quality and for
developing others; well-organised and focused, eager to learn and keep oneself
updated with the latest in the mentioned field.
3 Minimum Graduate, Preferably B. Sc. / B. Pharma.
Educational
Qualifications
4a Domain Certified for Job Role: “Medical Sales Representative” mapped to QP: “LFS/Q
Certification 0401 Ver2.0”. Minimum accepted score is 70% as per LSSSDC guidelines.
4b Platform Recommended that the Trainer is certified for the Job Role: “Trainer”, mapped
Certification to the Qualification Pack: “SSC/1402”. Minimum accepted score is 70% as per
LSSSDC guidelines.
5 Experience Preferably Minimum Three (3) years’ experience in life sciences
(Pharmaceutical/ Biopharmaceutical) sales & marketing occupation for non-
trained and non-qualified talent
Or
Minimum One (1) years’ experience with Medical Sales Representative Level-4
qualified

Annexure: Assessment Criteria

Assessment Criteria
Job Role Medical Sales Representative
Qualification Pack LFS/Q 0401, v1.0
Sector Skill Council Life Sciences Sector Skill Development Council

Sr. No. Guidelines for Assessment


1 Criteria for assessment for each Qualification Pack will be created by the Sector Skill Council. Each
Performance Criteria (PC) will be assigned marks proportional to its importance in NOS. SSC will
also lay down proportion of marks for Theory and Skills Practical for each PC.
2 The assessment for the theory part will be based on knowledge bank of questions created by the
SSC
3 Individual assessment agencies will create unique question papers for theory part for each
candidate at each examination/training centre (as per assessment criteria laid out in Qualification
Pack)
4 Individual assessment agencies will create unique evaluations for skill practical for every student
at each examination/training centre based on the assessment criteria laid out in qualification pack
5 To pass the Qualification Pack , every trainee should score a minimum of 60% aggregate in all NOS
and a minimum of 40% in every NOS
6 In case of successfully passing only certain number of NOS's, the trainee is eligible to take
subsequent assessment on the balance NOS's to pass the Qualification Pack

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Marks
Total Allocation
Assessable Out
Assessment Criteria Mark Th Skills
Outcome Of
(300) eor Pract
y ical
LFS/N0401 PC1. regularly attend company meetings, technical
7 2 5
(Gather data presentations and briefings
information PC2. knowledge of key persons at Hospitals,
10 10 0
about the Pharmacies and dealers
product and PC3. obtain the latest clinical data supplied by the
competitors) company, and interpret, present and discuss
15 5 10
this data with health professionals during
presentations
PC4. maintain professional and technical knowledge
by attending educational workshops;
reviewing publications and promotional 12 2 10
inputs; establishing personal networks and
contacts
PC5. stay informed about health and other relevant
100 10 10 0
standards
PC6. monitor competitor’s products and selling and
promotional activities and gather current
market information on pricing, new products, 16 10 6
delivery schedules, promoting techniques,
etc.
PC7. monitor the activities of health services in a
15 10 5
specific area
PC8. analyse market data, evaluate results 8 5 3
PC9. conduct retail chemist prescription audit
(RCPA) to analyse business dynamics of
competitive brands to share feedback and 7 5 2
recommend changes to the company on its
products, services, and policies
Total 100 59 41
LFS/N0402 PC.1 travel to defined geographies to sell medical
(Promote and sell products and services basis monthly tour plan 8 2 6
products to approved by Manager
potential PC2. arrange appointments with doctors,
customers and pharmacists and hospital teams (this may
provide after include pre-arranged appointments or regular 10 2 8
sales service) 'cold' calling) and dealers to understand drug
effects, ADRs, etc
PC3. identify needs of potential customers by going
100
through the prescriptions given by the
8 4 4
doctors in the defined geography to their
patients
PC4. develop strategies to increase opportunities to
meet and connect with contacts in the 8 4 4
medical and healthcare sector
PC5. deliver presentations to doctors, pharmacists
and other potential customers, including
12 4 8
through videos, other visual aids etc. as per
company’s standard guidelines

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Marks
Total Allocation
Assessable Out
Assessment Criteria Mark Th Skills
Outcome Of
(300) eor Pract
y ical
PC6. perform product demonstrations and
installations as per company’s standard 12 4 8
guidelines
PC7. engage the potential customers using various
methods, tolls and approaches to convince 12 4 8
him/her to prescribe your products
PC8. follow up on sale order to the completion i.e.
6 2 4
delivery of product and revenue collection
PC9. ensure the target orientation to reach (and if
possible exceed) sales and collection targets
8 2 6
(annual and monthly) of the allotted area/
territory to ensure meeting of sales forecast
PC10. ensure Optimum Stock availability at the
dealers/stockists/wholesalers so that it can be
6 2 4
supplied to the customers, doctors,
pharmacies and hospitals to meet demand
PC11. follow company’s legal guidelines while selling
products and providing sales service,
including channelling queries through the 10 6 4
company defined process

Total 100 36 64
LFS/N0403 PC1. cover all important aspects related to the topic
(Organize of the conference in the agenda/ theme of 14 6 8
medical promotional event
conferences and PC2. establish contact with maximum people within
promotional and outside the company to gather inputs on 20 8 12
events) arranging the conference/ promotional event
PC3. suggest names of relevant people to be invited
100 12 8 4
to the conference/ promotional event
PC4. manage arrangements within the approved
20 8 12
budget
PC5. plan and complete all logistical arrangements
18 6 12
to execution
PC6. gain and spread knowledge from the event
16 6 10
related to business/ brand/ company
Total 100 42 58
Grand Total 300 300 137 163
45. 54.3
Percentage Weightage:
7% %
Minimum Pass% to qualify (aggregate): 60%

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