District Manager FIELDWORK REPORT

DM NAME: Emylou C. Mehila INCLUSIVE FIELDWORK DATES _______________________________

AREA/S COVERED: _________________________________ ________

PSR NAME: ________________________________

I. OBJECTIVE/S FOR THE FIELD VISIT
(i.e. sales volume, number of calls, skills development, special projects others)

1. ______________________________________________________________________________________________________________

2. ______________________________________________________________________________________________________________

3. ______________________________________________________________________________________________________________

II. MD’S COVERED DURING THE ACCOMPANIED CALLS (DM and PSR JOINT CALL ONLY)
SpecialtyMD

SpecialtyMD

SpecialtyMD
DAY 1 Date: DAY 2 Date : DAY 3 Date:
Call Number

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

III. SKILLS

SKILL RATING Rationale for the Rating

1. MD LIST SELECTION/Terr Knowledge
Rationale for selection
2. PRE-CALL PLANNING-
Discussions with DM
3. INTERPERSONAL SKILLS WITH
GATEKEEPERS (Secretaries etc.)
4. MD RAPPORT(Relationship Building) -
Average rating for all calls
5. SELLING SKILLS
(OVERALL RATING)
A. OPENING THE CALL
Leading to product discussion
B. PROBING SKILLS
Using the art of asking questions
C. IDENTIFICATION OF
MD NEEDS
D. SUPPORTING
Product Features and Benefits
E. CLOSING
Gained commitment for our products
6. PROFICIENCY IN USE OF
DETAILING AID/
7. Use of CLINICAL PAPERS
Explanation of findings
8. Use of SAMPLES
Proper quantity subject to MD need

cc: 201 file

DM
PSR

AGE 11-510
 District Manager FIELDWORK REPORT
8. HANDLING OF MD CONCERNS

9. POST-CALL ANALYSIS –
Discussions with DM

RATING: 1- Below Standard (B.S.) 2- Needs Improvement 3-PASSABLE but can be improved 4- EXCELLENT

IV. ATTITUDE

ATTITUDE DESCRIBE YOUR OBSERVATION RATING SUGGESTED IMPROVEMENT

ENTHUSIASM

INITIATIVE

PUNCTUALITY

RELIABILITY

GROOMING/ HYGIENE

RATING: 1- Below Standard (B.S.) 2- Needs Improvement 3-PASSABLE but can be improved 4- EXCELLENT

V. PLAN/ IMPLEMENTATION OF TACTICAL ACTIVITIES

PLANNED
TACTICAL ACTIVITY PLAN ACTUAL COMMENTS ON OUTCOME

VI. SALES COMITTMENT

C. DISPENSING SALES
WEEK 1 WEEK 2 WEEK 3 WEEK 4 TOTAL MONTH

TARGET: PHP
DISPENSING SALES
ACTUAL PHP
DISPENSING SALES

% PERFORMANCE
BALANCE TO PHP
DISPENSING MD
TARGET (+-)
A. APPROXIMATION OF
PHP
DISPENSING SALES
FOR THE MONTH

cc: 201 file

DM
PSR

AGE 11-510
 District Manager FIELDWORK REPORT
A. DRUGSTORE / DISPENSING SALES

DATE DRUGSTORE/DISPENSING SALES AMOUNT

PHP

PHP

A. EXPECTED MONTH SALES PERFORMANCE SUMMARY

(A.) DISPENSING SALES + (B.) DRUGSTORE SALES) AMOUNT TOTAL PHP

Average METRO Sales (last six months)

Average MST (LAST SIX MONTHS) MONTHLY AVERAGE SALES PHP

GRAND TOTAL PHP

SALES TARGET FOR THE MONTH PHP

PROBABLE % REALIZATION

D. MERCURY BRANCH INVENTORY VISIT

BRANCH
DATE OF VISIT CODE BRANCH NAME AJANTA PRODUCTS NOT AVAILABLE

1.

2.

3.

4.

5.

VII. ACTION PLAN FOR PSR DEVELOPMENT

OBJECTIVE FOLLOW-UP
(DESIRED IMPROVEMENT) ACTION PLAN (BY WHEN?)
1.

2.

3.

cc: 201 file

DM
PSR

AGE 11-510
 District Manager FIELDWORK REPORT

VIII. OVERALL DEVELOPMENTAL LEVEL OF PSR:

D4 D3 D2 D1 (encircle)

D4 D3 D2 D1
High Competence High Competence Some Competence Low Competence
High Commitment Variable Low Commitment High Commitment
Commitment
Need Responsibility Needs Support Needs Directions and Needs Directions
Encouragement

CONFORME:

PSR: _________________________________________Date:________________

DM: ___________________________________________Date:_______________

We hereby certify that all the above information are true and correct.

cc: 201 file

DM
PSR

AGE 11-510