The New Medical Reform Under The N Company's Medical Representative Competency Quality Construction And Scale Preparation

There has been at least 30 years since the Medical Representative (M.R.) was introduced into China. However,M.R.s hadn't been admitted by the goverment until 2015,when the 'Occupation Classification Dictionary of China (2015 edition)'got published. The OCDC defined M.R. as a professional liaison, whom on behalf of the pharmaceutical enterprises, engaged in communicating and collecting medical information. Meanwhile the original working methods seem to be impractical by the implementation of the New Medical Reform policies.Under such circumstances, what competencies should an excellent M.R. have, to achieve an outstanding performance in the fierce competition? This is the issue that needs to be addressed urgently to the pharmaceutical enterprises, the pharmaceutical industry and the medical system.Based on this point, this study selects N company as the sample to build the differential competency model of M.R.s.Through the behavior event interview, we found that the excellent M.R.s show significantly higher than the ordinary ones in several competencies. Then we applied the method of anchored behavior modification to develop the competencies-behaviors scale for M.R.. Based on the results of pre-test and item analysis, we got the final competency model (which include professional knowledge, initiative, service-oriented,achievement-oriented and professional identity) and a well-structured scale. Finally we tested 394M.R.S with the formal scale of 22 items. The scale presented good internal consistency, reliability and validity from the results.