To become fully familiar with the geography of the allocated territory, locating and recording all Doctors, hospitals and chemists.
To establish key target areas for sales activity by analysing each brick’s sales potential and doctor population.
To regularly update (exclude/include) the Doctor master list of doctors within the territory according to criteria given by the Regional Manager.
To record, review and update whenever appropriate all information within the doctor database.
To plan monthly activity (Tour Programmes) and the weekly activity with the help of ‘Sales activity Follow-up’ chart.
To re-categorise on an ongoing basis key contacts in line with Company procedure.
To maintain at all times adequate stocks of stationery and promotional materials for use during each day worked.
To work on a day to day basis according to concept of Geographic Activity Unit (i.e. optimised call sequence in a location)
To achieve a minimum call average of 10 doctors and 3 chemists per day.
To call on the selected target Doctors at least twice a quarter.