Standards Rep Model

Workshop: Standards of Performance TASKS

Needs Improvement

Adequate

Excellent

Average MD Calls per Day

Less than 15

Call average per day: 15 MDs/per day

16 MDs or less than 17

Call Planning: Plans for each call and consults MD Professional and Personal Data Cards

Call Planning: Less than 100%

Call Planning: 100%

Post Call Analysis and Fills up Md Data Card

Md Cards have less than 6 data per 6 mos.

All cards have a minimum of 6 data per six mos.

More than 6 data entries per Md Card

Physician Selection and Classification:.

Updates less than 5 % MDs every 6 mos.

Updates 5% MDs every 6 mos.

Updates 7-8%MDs every 6 mos

Visits the right Doctors

Visits less than 95% AA

Visits 95% of all AA MD

Visits more than 95%

1

with the right frequency

MDs.

No missed AA MD calls

Workshop: Standards of Performance TASKS Customer Rapport: Makes productive use of personal rapport to in«ease sales of Company products.

Medical and Product Knowledge: Demonstrates current technical knowledge and uses same to sell the company's products.

Account Selection and Coverage: Selects and calls on All pharmacies and account as Required

NEEDS IMPROVEMENT

ADEQUATE

EXCELLENT

Fills and uses personal d-base less than 80% of Top 20 MDs: Few repeat orders

Fills personal d-base 80% O Top 20 MDs: Lots of repeat orders

Fills and uses personal d-base 90% of Top 20 MDs: Lots of repeat orders

Answers less than 90% of Customer´s questions

Answers 90% of Customers questions

Answers 95% of Customers´questions

Visits 4 or less Accounts/day

Creates 1 New Customer per wk. Visits 5-7 Accounts/day

Creates more than 1/day Visits 5-7 Accounts/day

2

Resource Management: MainTains and cost-effectively Utilizes company property.

Meetings: Attends and Participate at meetings. Completes study assignments.

CME Activities - : Organizes And conducts CME activities, e.g., video showings, doctor meetings, congresses, symposia.

When Sales performance is 100%, Resource utilization=100-105%

Less than 100%

No absences. Average score in Tests=89% Or lower.

No absences. Average score in Tests=90%

No absences. Average score in Tests=95%

5 or less MDs / per seminar

6 or more MDs/per seminar

9 or more MDs/per seminar

1 Seminar/mo. or none

2 Seminar / month

2-3 Seminar / month

More than 105%

Distributor Salesmen; Coordinates with and motivates Distributor salesmen, discusses Rarely Meets with Distributor Monthly Salesmen Sales plan, identifies problem Accounts, monitors weekly sales.

Meeting with Distributor Salesmen

Meeting with Distributor Salesmen

Once a month

More than once a month

3

TASKS

Needs Improvement

Other Promotional Activities: Rarely organizes promotional activities Organizes other types of Promotional activities, e.g., free clinics, group presentations to nurses, pharmacy clerks, exhibit selling, etc.

Hospital Formularies: Organizes the timely inclusion Of Company's products in the Hospital formularies.

Adequate Organizes one Promotional Activity per month

Less than 5 Products per year One Products per year in in 80% of potential 80% of potential formularies formularies listing listing

Excellent Organizes at least 2 promotional activities per month

2 Products per year in 85% of potential formularies listing

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