MRは昔でこそ接待をしていればいい仕事でしたが、
今は接待も禁止され、そうはいきません。
毎日の勉強が必要になってきます。
MRの勉強がどれぐらい大変で必要なのか？
元トップMRが書いていきます。
目次
勉強は毎日、必然的にすることになります
MRの営業ツールとして、重点的に販売する薬のパンフレットを、
本社が作成して各MRに配布します。
基本的にはこのパンフレットを使用して営業をするので、
内容を熟知して医者に伝えなくてはなりません。
熟知するためには、パンフレットの中で疑問に感じたことを
MR自身で文献等を読み、解決していくのです。
実際にパンフレットを使い医者に営業すると、そこから
質問をもらうことがあります。
スムーズに回答できればいいのですが、そうでない場合は宿題とし、
次の面会までに文献を読んだりして回答を用意するのです。
この一連の作業をしていると、毎日勉強することになるのです。
勉強時間
パンフレットの内容をしっかりと把握するだけでも、何時間も
かかります。在籍年数の少ないMRだとなおさらです。
平均して、毎日一時間以上は勉強が必要になります。
通常の営業活動や日報を書く作業に加えてですので、
かなり大変になります。
ただ、ベテランのMRになってくると、知識がたまってきますし、
コツも覚えてきますので、毎日の勉強は必要なくなります。
勉強が必要な理由│社内テストの順位が昇進にも
私が以前にいた製薬会社には400名のMRが在籍していました。
その400名が一斉に受ける知識テストが、年に1回ありました。
テストは厳格に行われます。
試験官が本社からきて、不正がないように見張っています。
6科目の試験を、一日で実施します。
何位になればいいのか？
会社が全MRに伝えている内容として、テストの順位で
昇進や昇給を決めることはない、と言っていました。
ただこれを真に受ける人はいませんよね。
400名中、350位のMRに重要な仕事を任せるわけにはいきません。
私は本社の試験担当と仲が良く、何度も一緒に飲みに行く仲でしたので、
本当のところを聞き出しました。
30位以内のMRの名前の一覧が、役員にメールで回覧されるのです。
上位に入れば目立つことができ、昇進や昇給につながりやすくなります。
売上を伸ばしていれば勉強が不要、ではありません！
これも試験担当から聞いた話です。
テスト結果が上位のMRは、やはり売上も高いというのです。
本当かな？ 試験担当だからそう言っているでは？ と問い詰めると、
本当のことを話してくれました。
テスト上位のMRが売上が高いということは、間違いありませんでした。
ただ、テストで最下位グループのMRも、売上が高かったのです。
なぜか？ それは知識がなくても人柄で売っていけるMRだったのです。
この事実は、会社は公表していませんでした。
ただ、いくら売上が高くても知識のないMRには、大学病院などの
知識が必要とされる基幹病院を担当させることはありません。
つまり、管理職に就くこともないのです。
まとめ
・MRは毎日、必然的に勉強することになる
・ベテランになれば知識があるので、勉強時間は減っていく
・知識テストで下位だと昇進にもかかわってくる
・知識テスト上位の人は昇進に有利になる
[…] […]
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