Field visit management provides value from the perspectives of the district manager, company, and sales representative. For the district manager, field visits allow them to diagnose development needs, observe performance, and provide coaching support. For the company, field visits provide feedback on resource allocation and market dynamics. For the representative, field visits offer support, assistance with doctors, and an opportunity to share ideas. Effective field visit management involves preparation such as determining objectives, managing visit distribution, and preparing representatives. Carrying out visits includes reviewing plans, observing behavior, providing feedback, coaching, and summarizing the day.

1. Value of Field Visit Management Lecture by: Hasan Raihanhasan.raihan@hotmail.com

3. The Company

6. Observe Performance development progress

7. Support developmental progress by coaching

8. Build knowledge of territory dynamics

10. Obtain feedback for resource allocation

11. Get feedback on market dynamics, opportunity

12. Measure effectiveness of programs

14. Get assistance with observing doctors’ behavior and assessing response

15. Enjoy having a knowledgeable colleague along for conversation regarding company activities

16. Lean about others success and challenges

18. Joint Field Visit Management PREPARATION CARRYING OUT FOLLOWING UP

19. Joint Field Visit Management“PREPARATION”

20. PREPARATION Determining the source of Field visit objectives Managing Field Visit distribution Preparing objectives for Field visits What affects Field visit plans? PLAN FIELD VISIT Preparing the Representative What the Representative has to do to prepare for the visit

22. SPECIFIC

23. MANAGEABLE AND CHALLENGING

25. To observe your application of core messages to check that it fits identified patient needs

26. To discuss your new planning system and your progress in applying it.

28. Do I spend too much of my time with my problem Reps?

29. Have I a tendency to spend too much of my time with representatives who work in the same city?

30. Could any Representative claim you are never around

31. Am I seeing each Representative in a variety of situations?

32. Do I have a personal bias that leads my Field visit program to be out of balance?

33. Am I spending enough time with new hires?A S K ?

35. Spend time with Representatives who really need you

36. Never disregard the more experience Representatives

37. Work with every Rep.

38. Based schedule on Rep’s level of dev need.

39. Alter/Change schedule according to current situation

41. See him as he really is?

42. Help him out?

43. Review most recent sales and call data

44. Remind them on phone. Give assignment and get them to call within a specified period of time

45. Plan the day, allowing time for coaching

46. Review objectives for Managers development support

47. Plan for any special activities

49. CARRYING OUT FIELD VISIT Reviewing the day’s plans Observing behavior Giving feedback Desirable characteristics of the Manager Coaching & Counseling Reinforcing behavior Summarizing the day