1) MEMORANDUM OF UNDERSTANDING WITH FIELD STAFFS :

In order to grow profitably in the changing and highly competitive

environment. It is agreed that supportive climate needs to be developed by
which, both management and field staff cooperate to direct their efforts to
achieve the predetermined objective of the company year after year.

1. All field staffs shall achieve a minimum daily doctor’s call average of …..
and retailer’s call average of …... The target audience for doctor calls will
be in the order of priority as decided by the management from time to
time. It is agreed that nursing homes, institutions will not be considered
for calculating call average. However field staff will visit these nursing
homes, institutions and will mention the names of hospitals, nursing
homes having more than 10 beds in their DCR.

2. Field staffs who are currently achieving a higher call average will continue
to perform at that rate. The average will be calculated on monthly basis.

3. Field staffs shall make every effort to do pen booking of

Chemists/Doctors/Institutions and mention these and other orders, if any,
in their daily report. The copies of their pen orders to be forwarded to the
DM along with their daily report. All Field staffs shall strengthen personal
order booking from retailers/doctors and book at least …. retailers/doctors
per month.

4. Each field staff will fill up all columns provided in DCR properly, clearly
indicating the doctors called in morning/evening sessions separately and
keep an account of all samples, gifts etc. Also, update the market feed
back to their DM / RM / Mumbai Office on continuous basis.

5. The field staffs shall post their daily call report(which may be called by
different name and/or may be changed from time to time) filled in all
respects to their ….. with copy to the …… twice a week i.e.
………………………. reports on ………………….. reports on the following
Monday. DCR shall be posted for all working days separately including
transit even for attending briefing sessions /meetings on Sundays. Field
staffs shall prepare and post monthly expense statement duly filled in all
respects by the 3rd of the subsequent month. Monthly report will be
posted to the District Manager with a copy to the Regional Manager and
Mumbai Office by the 5th of the subsequent month.

6. While traveling to and fro to attend quarterly meetings / launch meetings /

Doctor Conferences if the transit time requires half a day or less,
remaining part of the day shall be utilized by the field staffs for Doctors
and Chemist calls and that will be considered as half a day for computing
call averages. Meeting will be held preferably between Tuesday and
Friday. However due to uncontrollable circumstances meeting may be
held on Monday or Saturday.

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7. A standard Tour Programme giving details of towns covered, distance,
mode of transport and fare will be prepared for every territory by the field
staffs and approved by the ……by the 31 st of December every year. Field
staffs shall then prepare their monthly tour programme in line with their
standard tour programme and post it to their …………. by the 20 th of the
prior month for his approval. In all big cities like Mumbai, Kolkatta, Delhi,
Chennai, Hyderabad, Ahmedabad, Bangalore etc. Field staffs shall
indicate the name of the locality to be worked each day.

8. Each field staffs shall strictly follow the tour programme. Any change in
tour programme should be with prior approval. In bigger territories where
more than ……….staffs are working, locality wise tour programme for HQ
working will be given to the …………and adhered by field staffs In case
on any day, if field staffs is unable to make calls due to non-availability of
Doctors, he/she may cover-up the same by working in adjacent area in
HQ only.

9. Field staff will prepare and maintain a list of Doctors, Institutions,

Paramedical calls and Chemist calls. These lists of Doctor Calls,
Paramedical calls Chemists and Nursing Homes shall be prepared by the
field staffs and approved by the ….. Field Staff shall make efforts to meet
all the Doctors as per the approved list. Revised Doctor Call list should
be submitted to …… by 31st December every year.

10. Master call record shall be promptly updated both, for additions and
deletions and shall be brought in the Meeting for review as well as, as
and when ……………. personnel requires during his joint working for
discussions.

11. Field staffs shall continue to visit the company stockist in their territory
regularly and make efforts to follow-up with them on the following
aspects:

a. Stock & Sales Statement

b. Outstanding bills in the interest of completion of sales
c. Chemist/Doctor/Institutional Orders
d. Stockist orders to the Company.

12. Field staffs shall be available for joint field work with Managers when
seven days advance notice is given. The concerned field staffs shall
refrain from taking any leave during the joint working with
……………….personnel except in case of unavoidable circumstances.
However in case of such unavoidable circumstances, the Manager will
visit Stockist and make administrative calls in the Institutions
independently.

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 13. Field staffs shall make available the records pertaining to the sales
statistics correspondence, Doctor’s list, and standard tour programme for
discussions as and when required by the ……….. with prior information.

14. All field staffs jointly and severally agree for the positive co-operation to
implement such schemes/ sales procedures as the Company may, at its
sole discretion, introduce, withdraw, alter, modify from time to time. Also
execute the sampling and input distribution strategy declared and
communicated by the Marketing Dept time to time.

15. Each field staff will do the detailing practice of all products and will
participate in detailing practice in all the cycle/briefing/training meetings.

16. Management may prepare the quarterly performance appraisals of field

staffs. Each field staffs shall actively participate and cooperate, as and
when required in the performance appraisal conducted by …………
personnel as the case may be.

17. All correspondence between the Management and the field staffs will be
promptly acknowledged.

18. Field staffs shall strictly follow the leave rules as per the ……….. and the
Management will circulate to all field staffs a copy of the leave rules.

19. Any change in the existing work procedures other than the mentioned
above, will be discussed with grievance committee before
implementation.

With all the positive endeavor, it is accepted that both management and each field staffs
shall maintain normal discipline and decorum in all respect. And shall create a conducive
environment to work together.

Representing the Company Representing the Field Staff

1. 1.

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