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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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