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Smart guide to becoming a medical sales representative
Smart guide to becoming a
medical sales representative
Excerpted from Smart guide to
becoming a medical sales representative by Penny Dhanjal. Copyright ©
2006. Reprinted by permission. All rights reserved.
Following graduation, Penny Dhanjal
spent over 12 years within the pharmaceutical industry, with her first sales
post being within contract pharmaceutical sales, selling to retail pharmacists.
Once this contract ended Penny strengthened her pharmaceutical sales
experience, via a sideways move to GP/Hospital sales. After 18 months, this in
turn led to a full-time (headcount) pharmaceutical sales position with an
ethical sales company, selling to GP's, hospital doctors and retail pharmacists
and thereafter, 18 months with Lorex pharmaceuticals.
During her 12
years, Penny has been a consistent top performer in respect of call rate and
sales targets, and has enjoyed the challenges of various pharmaceutical sales
roles - Sales Representative, Field Trainer and Regional Sales Manager.
This book offers real experience and tips which are invaluable for any
one new to the industry. Purchase:
Smart guide to becoming a medical sales representative |
Smart guide to becoming a medical sales representative
Smart
guide to becoming a medical sales representative ISBN:
184549153X
Author: Penny Dhanjal. Publisher: Arima Publishing
Introduction
You just have
to take a look at the back pages of the appointments section of the Daily
Telegraph on a Thursday, to see how many jobs are available in medical sales.
The medical sales field is a very popular option as it offers excellent salary
potential, great benefits, flexibility, opportunity for growth and frequently
the use of a company car.
The pharmaceutical industry is amongst the
largest most stable and one of the fastest growing industries in the entire
world. The UK Pharmaceutical industry employs approximately 60,000 people,
although a vast majority are in Research and Development. In the UK medical
professionals and pharmacists are responsible or the sale of drugs, which
therefore opens up a huge area of opportunities for people wanting careers in
sales, management and marketing.
On average it takes around 10-12 years
and £550million to develop a new medicine, with no guarantee that the
medicine will become a commercial success. According to the ABPI the value of
the UK pharmaceutical industry exports in 2005 was £12.2 billion.
Pharmaceuticals are one of Britain's leading manufacturing sectors bringing in
a trade surplus of £3.4 billion in 2004. The top pharmaceuticals in 2004
included Pfizer, GlaxoSmithKline, Sanofi-Aventis, Johnson and Johnson, Merck
and Co, Novartis, Astra Zeneca, Roche, Bristol Myers Squibb and Wyeth.
Over the last decade or so the number one problem facing the
representative has been gaining access to prescribers and influencers. Health
care professionals are increasingly coming under pressure from all aspects of
their jobs. Therefore battling for time with a health care professional is
becoming increasingly difficult making the race to see your customer a
competition with all the other distractions.
If you couple this with
the increasing level of competitor products, increasing generic prescribing,
NHS changes and cost cutting, the role of the medical representative can be a
tough. On average the cost of getting a new representative, selected, trained
and out on the road, with car and everything else for a year, can cost the
company an estimated £200,000 per representative. It is no wonder that
companies want to make sure they get it right from the start.
The NHS
is continually changing therefore the industry needs to change with it. Keeping
on top of the changes is the sign of a smart company and an even sharper
representative.
Purchase:
Smart guide to becoming a medical sales representative
Contents
1.
Introduction 2. The Role of the Medical Representative 3. Types of Sales
Jobs in the Industry 4. Shadowing 5. Who are the Customers in the
NHS 6. What do you need to know about the NHS? 7. Selling Skills
Process 8. The Curriculum Vitae 9. Covering Letters 10. The Process of
Getting the Job 11. Competencies and Competency Based Questions 12. Bragg
File 13. Assessment Centres 14. ABPI 15. Rewards of the Job 16.
Useful Links and References 17. Recruitment Company Information
Purchase:
Smart guide to becoming a medical sales representative
Further extracts from Smart guide to
becoming a medical sales representative
ABPI Code of Practice -
an Overview of the ABPI The
Role of the Medical Representative
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