The Career Portfolio Workbook

Coach Plan—New Drug Post Launch*

Associate: Amanda Ferraro Date of Session: May 15, 2001

Manager: Frank DePeters

Current Market Data:

Field Trip Objectives

1. Delivering Effective Core Message for Rx Sell on every call


2. Closing “EST”Engineering a Successful Trail with every customer


3. Multiple Product Presentations


4. Effective Planning & Routing

Overall Scoring 9/10

*Note to reader: This is a very favorable evaluation Amanda received from her boss after
he spent a day with her as she called on accounts in her territory. It continues on the
next page.

Amanda Ferraro: Getting That Promotion 233

E

QTD ABC Drug Rx Sel. O-P Overall Rank

Apr. Share Change Share Change Share Change

Nation 24.1 0.1 3 3 3.3 −0.3

Region 24.1 0.5 3.2 3.2 3.9 −0.1 5

District 20.4 0.4 4.2 4.2 2.0 −0.2 7

Territory 27.6 1.9 5 5 4 .5 1

Comments: Thank you for a good and productive day in your territory. Today is the

beginning of what should be a very fun and exciting year for us. The following is a

review of our time together.

Rx Pharmaceutical Company

Raritan, New Jersey 08867