Agung Baskoro Hidayatullah, 0701514011 (2020) STRATEGI PENINGKATAN KOMPETENSI MEDICAL REPRESENTATIVE DI SMK YAYASAN PHARMASI SEMARANG. Masters thesis, Universitas Negeri Semarang.

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Abstract

Competence that refers to learning as a medical representative consists of three aspects, namely product knowledge, negotiation, and territorial management. These three aspects have not been found in the learning scheme or process that is implemented in the marketing department of the Vocational School of the Semarang Pharmacy Foundation. The impact of the minimal implementation of the fulfillment of these three competencies in the learning process is that many students do not have a complex understanding of medical representatives, so that phenomena that occur in the field are found in many graduate students of the marketing expertise competency at the Vocational School of Semarang Foundation not in accordance with the competencies required by DUDI as a medical representative.. The purpose of this study was to analyze the strategy for increasing medical representative competence in terms of learning, collaboration between agencies and DUDI, and human resource development (teachers). This research uses descriptive qualitative research with data collection techniques of observation, interviews, documentation, and triangulation then the data is reduced. Practical learning strategies to improve medical representative competencies are carried out by mock detailing during the learning process. The learning that is carried out focuses on practical simulations to sharpen students' competencies in communicating with doctors as well as understanding products to be promoted through medical representative learning media. The strategy of school collaboration with DUDI through the field work program is carried out by adjusting the implementation time of the internship with the allocation of time for the concept of pharmaceutical sales. In addition, pharmacies appointed as school partners implementing the Internship program also have collaboration with practicing physicians as a means of medical representative practice for students. Teacher competency improvement strategies in the field of medical representative are obtained through the on the job training program which is carried out within a certain period of time to find out the medical repressive activities

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