The sales force comprises of medical representative, marketing hierarchy, product management team where Medical Representative has an integral part in pharmaceutical marketing and complete strategy implementation and prescription generation is depends on the effectiveness of medical representative.
Therefore Pharmaceutical Companies supports activities i.e. both formally and informally (coaching and mentoring through supervision) at each. A. Strategies for selection and training.
Selection criteria of Pharmaceutical Companies.
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Preferred qualification and Age distribution with years of experience
The minimum qualification required for all the posts are graduates in pharmacy or science. But exception to this is the post of management trainee where sometimes diploma in pharmacy may also be considered.
Table No. 6.1:
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Preferred Qualification and Age Distribution with Years of Experience:
| Designation | Preferred qualification | Age group | Years of experience |
| Marketing manager | Degree/diploma in marketing | 40- above | 18 + |
| Zonal manager | Degree/ diploma in marketing | 35-40 | 12-15 + |
| Regional manager | Degree/ diploma in marketing | 28-35 | 5 + |
| District manager | Degree/ diploma in marketing | 25-28 | 2 + |
| Marketing executive | Degree/ diploma in marketing | 21-25 | 1 |
| Management trainee | Degree/ diploma in marketing/B.Pharm/B.Sc./D.Pharm | 22-25 | 0 + |
It has been noticed from Table No. 6.1 details regarding preferred qualification and age group with experience in years of Pharmaceutical Companies. However Pharmaceutical Companies has changed the terminology of medical representative to management trainee furthermore on confirmation termed as marketing executive with job profile same as medical representative.
The distinct advantage of is that to avoid un-necessary union pressure and get total exemption from the two acts of labor law (MRTU-Maharashtra Registered Trade Union Act and PULP- Prevention of Unfair Labor Practices Act). For the post of Management trainee Cipla prefers to take pharmacy graduate or science graduate.
Also for the post of district manager requires 1 to two years experience. The higher cadre of management hierarchy requires in addition management qualification as well as the increasing experience as described in above table. It is found from the survey that the standard selection criteria of Pharmaceutical Companies, is as per the market needs and is another reason for strong field force.
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Pharmaceutical Companies, has continued its policy of providing continuous classroom and field training to maintain the competitive edge of its personnel, especially those in the marketing areas. The management policy is to nurture the right environment to maximize team effort while enhancing individual growth potential.