ABSTRACT
Medical representatives are important members of pharmaceutical companies. They are hired based on some specificcriteria like basic knowledge about clinical, pharmaceutical marketing, and selling skills which are suitable to interactwith healthcare providers. They provide drug’s information to healthcare professionals and help pharmaceuticalcompanies to generate the sales. After hiring for medical representative, companies provide training on many aspects.Along with scientific research knowledge, they often need to be updated and well versed with pharmaceuticalmarketing knowledge. For success of any medical representative, sound knowledge of pharmaceutical marketingis necessary. Knowledge and attitude regarding pharmaceutical marketing need to be ascertained by medicalrepresentative from time to time. Evaluation about the same was the main focus of this study. This was an exploratorystudy that involved both primary research with the help of research survey and secondary research. Target samplewas medical representatives working in various pharmaceutical companies. From the above survey, majority of themedical representatives felt that basics of pharmaceutical marketing knowledge are necessary for successful detailingand that will help them to increase sales. Adding to this, they also mentioned that they were only trained on how to readout the matter to healthcare professionals. Moreover, there are many basic pharmaceutical marketing concepts whichare needed for better understanding and successful detailing.
ABSTRACT
OBJECTIVE： To investigate the awareness and attitude of medical representative registration system among pharmaceutical marketers in Guiyang city. METHODS： A self-designed questionnaire survey about the awareness （full point 100） and attitude （total points ranged 17-85） of medical representative registration system was conducted among pharmaceutical marketers selected by the stratified random sampling in the six districts of Guiyang city， and the difference of awareness and attitude scores were compared among pharmaceutical marketers with different characteristics （12 aspects）， and relevant suggestions were made. RESULTS & CONCLUSIONS： A total of 220 questionaires were sent out， and 220 questionaires were collected among which there were 205 valid questionaires （effective rate of 93.2％）. Total awareness score of 205 pharmaceutical marketers was（55.17±21.20）points， with average correct rate of 55.17％. Pharmaceutical marketers from pharmaceutical companies scored significantly higher than those from other pharmaceutical companies； pharmaceutical marketers who mainly promoted prescription drugs scored significantly higher than those who mainly promoted other types of pharmaceutical products； pharmaceutical marketers who set up city public hospitals as the target market scored significantly higher than those who set up other markets； pharmaceutical marketers who learned about the system from media reports scored significantly higher than those who learned about the system from other sources， above 4 were with statistical significance （P＜0.05）. Meanwhile， overall attitude scores （higher score means higher recognition） of 205 pharmaceutical marketers were （58.76±12.84） with average score rate of 69.13％； the score of pharmaceutical marketers who learned about the system from media reports was significantly lower than other pathways， the score of pharmaceutical marketers who had received training was significantly higher than those who hadn’t， the score of pharmaceutical marketers in the enterprises where formulated countermeasure plans was significantly higher than those in the enterprises where hadn’t formulated， above 3 were with statistical significance （P＜0.05）. The knowledge level of Guiyang pharmaceutical marketers on the registration system of medical representatives needs to be improved. The marketers generally took positive attitude towards the policy， and believed that medical institutions， pharmaceutical companies and medical representatives would benefit from it. To promote the construction of pharmaceutical marketing compliance， medical institutions， pharmaceutical companies and pharmaceutical marketers should take the initiative to cooperate with the formulation and implementation of medical representative registration system.
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Objective:To analyze the profound influence of the Dictionary of Occupation on the career development of medical rep-resentatives in our country. Methods:The relationship of the Dictionary of Occupation and the career development of medical represent-atives was discussed, and then the influence of including the dictionary on medical representatives was analyzed. Results and Conclu-sion:The Dictionary of Occupation puts forward higher requests to the code of conduct, professional ability and professional ethics of medical representatives, which plays important roles in the career development of medical representatives. And as a professional stand-ard with clear definition and description, the Dictionary of Occupation also leads to the direction of sustainable and healthy development of medical representatives.
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Objective:To establish the competency model for medical representatives in China. Methods:Firstly, the competen-cy elements for medical representatives were defined through the literature research and logic analysis, the importance of each element was then evaluated by a questionnaire, and the survey results were analyzed by a factor analysis approach. Lastly, the weight of each factor was confirmed by analytic hierarchy process. Results & Conclusion: The competency model, which consists of 5 dimensions ( professional quality, professional ethics, knowledge, personal characteristics and relationship management) , 26 competency elements and the weight of each factor, is established successfully.
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<b>Objective: </b>We conducted a questionnaire survey to comprehend the situation regarding the collection, provision, and utilization of drug safety information at hospitals. In addition, we asked pharmaceutical companies how they select medical institutions to provide drug safety information. We also investigated the current situation of information provision to Tokyo Medial Center by pharmaceutical companies.<br><b>Method: </b>A questionnaire was mailed to all hospitals in Japan. The survey was conducted between January 13 and February 10, 2011. Moreover, we asked thirteen pharmaceutical companies by telephone and e-mail about the implementation status of the provision of information and performed a survey at Tokyo Medical Center on the current situation of information provision by pharmaceutical companies regarding revisions to precaution sections in package inserts.<br><b>Results: </b>The results of the questionnaire survey (response rate: 41.2%) showed that the major information sources for hospitals were medical representatives (77.8%), Drug Safety Update (50.3%) and direct mails (49.3%). Furthermore, in the case of drugs prescribed exclusively for extramural dispensing, fewer hospitals responded that medical representatives of the pharmaceutical companies provided drug safety information and more hospitals responded that they did not obtain any drug safety information at all, compared with drugs listed in the hospital formularies.<br><b>Conclusion: </b>To minimize the risks of drugs, healthcare professionals must collect a wide range of drug safety information and must utilize this information in their medical practice. Therefore, it is important that pharmaceutical companies and regulatory authorities make an effort to provide suitable information dissemination to medical institutions. Furthermore, medical institutions must also strengthen their systems for collecting drug safety information and providing such information to healthcare professionals.
ABSTRACT
<b>Objective</b>: To quickly collect and provide information on package insert revisions, packaging changes, discontinuation of drug manufacturing and distribution, and other information without fail.<br><b>Methods</b>: Information was collected with the use of a drug information service site (SAFE DI) managed by an organization formed by 15 pharmaceutical wholesalers (SAFE Co., Ltd.). The information obtained was processed into a house journal and provided to the department of pharmacy and other hospital personnel via an employees-only website (hospital LAN).<br><b>Results</b>: Before the introduction of the SAFE DI, incomplete or delayed information collection sometimes forced personnel to urgently cope with packaging changes or discontinuation of drug manufacturing and distribution and assume a heavy workload. Introduction of the system allowed quick collection and dissemination of such information without fail.<br><b>Conclusion</b>: The recently introduced SAFE DI contributes to qualitative improvement in collection and dissemination of information. Introduction of such a system may also be useful in other hospitals.