Medical sales representatives promote and sell their company's products to key healthcare professionals Show
As a medical sales representative (widely referred to as reps), you'll sell your company's products, which include medicines, prescription drugs and medical equipment, to a variety of customers including GPs, hospital doctors, pharmacists and nurses. You'll work strategically to increase the awareness and use of your company's pharmaceutical and medical products. It's likely that you'll be based in a specific geographical area, often called a 'territory', and specialise in a particular product or medical area. As part of your role you will have to meet sales targets and will answer queries and provide advice on the products you sell. You may also have to make presentations and organise group events for healthcare professionals, as well as working with contacts on a one-to-one basis. ResponsibilitiesIn any setting, the process of selling involves contacting potential customers, identifying their needs, persuading them that your products or services (rather than those of competitors) can best satisfy those needs, closing the sale by agreeing the terms and conditions, and providing an after-sale service. Medical sales representatives are a key link between medical and pharmaceutical companies and healthcare professionals. As a medical sales representative, you'll need to:
Salary
You may work as part of a team of sales reps, sharing the same sales results, or independently. Many companies offer other incentives and benefits such as a company car, laptop, mobile phone, pension and private health insurance. Income figures are intended as a guide only. Working hoursWorking hours typically include regular extra hours and some evenings, but not weekends or shifts. The working day can be long due to the travelling time involved and you may need to socialise with clients, attend breakfast meetings or conduct presentations in the evenings at a local hotel or conference venue, for example. Part-time work is possible. Self-employment and freelance work is uncommon. What to expect
QualificationsAlthough this career is open to all graduates, the following subjects may improve your chances:
You don't need a science degree, however, and some medical sales representatives have a non-science degree. A business or marketing degree, for example, can be particularly useful, especially if accompanied by some knowledge of medical sales and what this involves. Most companies prefer to employ people with a degree (or equivalent) or those who have a strong field sales background in the medical sales industry. If your sales experience is from another sector, you'll need a thorough understanding of medical sales and the ability to learn the necessary science and medical information. It may also be possible to get into the role by taking a sales apprenticeship or a business-to-business sales professional degree apprenticeship. A pre-entry postgraduate qualification is not necessary, although a relevant Masters can be an advantage for medical sales positions requiring specific, technical knowledge. SkillsYou'll need to have:
A driving licence is essential. Work experienceTry to gain pre-entry experience and find out as much as possible about the realities of the job by arranging to shadow a medical sales representative. Contact pharmaceutical companies to arrange work shadowing or try your doctor's surgery or local pharmacy. Relevant work experience in a hospital placement or in a commercial environment may also improve your chances. Look out for summer internships and placements. Experience in a general sales, retail sales or customer service role is particularly useful. Research the pharmaceutical industry and keep up to date with developments in the NHS. Talk to chemists and pharmacists. Professional bodies may have local groups, and networking opportunities may be provided with student membership of organisations such as The Chartered Institute of Marketing (CIM). Find out more about the different kinds of work experience and internships that are available. EmployersPharmaceutical and healthcare companies are the major employers of medical sales representatives. These companies develop and produce pharmaceutical goods or products, including drugs, medical products and equipment. Some employers ensure that their representatives work by therapy area, so it is possible to target pharmaceutical employers who produce medical products for specialist areas, such as:
Many pharmaceutical and healthcare companies are international, allowing a choice of possible employers and the potential for an international career. Look for job vacancies at:
Specialist recruitment agencies handle vacancies. For a list of pharmaceutical companies, search the ABPI List of Members. Check company websites for advertised vacancies and details of graduate recruitment schemes. LinkedIn also advertises vacancies. Professional developmentInitial training is provided by your employer and involves learning about the products and therapy area, as well as promotion and sales techniques. After this training, you may spend time with an experienced medical sales representative before gaining your own sales territory. The Prescription Medicine Code of Practice Authority (PMCPA) requires medical sales representatives to take the ABPI Medical Representatives Exam within one year of beginning employment, and pass all units within two years. If you want to work as a medical representative (rather than a generic sales representative) you must pass the Level 3 Diploma. To pass, you'll need a broad understanding of the:
You'll also need to take two or three optional units in a range of disease areas such as diabetes, arthritis and oncology. General sales training is offered by organisations such as the Institute of Sales Management (ISM) and The Chartered Institute of Marketing (CIM). They provide a range of awards, certificates and diplomas for new and established sales and marketing professionals. Continuing professional development (CPD) is vital at every stage of your career and involves keeping up to date with new products, developments in research, changes in the NHS and competitor behaviour. Career prospectsThe usual first role in medical sales is the promotion of prescription products to health professionals in a specific regional area. Promotion depends, to a large extent, on your ability to deliver on your sales and activity targets. Being able to move to a different geographical region or to move into a specialist area can also help. With experience, many medical sales representatives move into:
You may also move into other areas such as marketing or related sales fields, for example, medical disposables and equipment. Some experienced reps progress to working as field trainers - training and developing new or more junior medical sales representatives. Many pharmaceutical companies are multinational, providing some opportunities to work abroad. What 3 items must be considered when scheduling appointments?The appointment schedule must take three variables into consideration: the scheduling system, the physician's preferences and needs, and the facilities and equipment requirements.
What is the most common type of scheduling in a medical office?The most common type of appointment scheduling in a medical office are: Open office hours – This type of scheduling involves no fixed or previous bookings and the office keeps itself open during the working hours. Patients are seen by the physician in the order of their arrival.
What are 2 methods used to schedule patient appointments?Examples of common methods used for scheduling doctor appointments include time-specified scheduling, top of hour scheduling, wave scheduling, modified wave scheduling, integrated scheduling, double-booking scheduling, and clustering scheduling.
Which of the following are ways to handle scheduling situations caused by the physician quizlet?Which of the following are ways to handle scheduling situations caused by the physician? -Speak to the physician directly about the problem.
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