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Pharmaceutical Sales


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Pharmaceutical Sales


A pharmaceutical sales representative is employed by pharmaceutical manufacturers and distributors to inform and educate physicians about their products in the rapidly advancing pharmaceutical industry. These representatives rely on their interpersonal skills and knowledge of the products to sell to providers and influence them to prescribe the drugs to their patients.


Pharmaceutical sales representatives do not make direct sales, but rather connect providers with the drugs, treatments, and knowledge they need in order to provide the most up-to-date care to their patients. They communicate exciting advances at the forefront of medicine, and bring new and sometimes life-saving treatments to the public.


Pharmaceutical sales representatives understand pharmacology, the science of medications, plus their effects on the human body. They are able to describe the drug's chemistry, method of action, side effects and potential interactions with other drugs.


By specializing in a certain type of pharmaceuticals, pharmaceutical sales representatives can deepen their knowledge base in a particular area, making them more effective and more valuable to healthcare providers. They meet with physicians who specialize in the applicable medical field. For example, a representative who manages a territory for a drug which treats heartburn would most likely call on gastroenterologists and internists.


Most pharmaceutical sales representatives work on commission within a certain geographic territory, and are busy scheduling and attending sales meetings, following leads, and acquiring new customers for the company. They also attend conferences, speak at events, and conduct continuing education sessions.


Methods: With use of sales data for retail and hospital pharmacies from the IMS Health MIDAS database, we reviewed trends for consumption of standard units of antibiotics between 2000 and 2010 for 71 countries. We used compound annual growth rates to assess temporal differences in consumption for each country and Fourier series and regression methods to assess seasonal differences in consumption in 63 of the countries.


In short, pharmaceutical sales reps are employed by either manufacturers or distributors to inform physicians about their products. With key information and insights, they influence providers to prescribe medication to patients who would benefit from them.


Pharmaceutical sales representatives (formerly detailmen) are salespeople employed by pharmaceutical companies to persuade doctors to prescribe their drugs to patients. Drug companies in the United States spend $5 billion annually sending representatives to doctors,[1] to provide product information, answer questions on product use, and deliver product samples. These interactions are governed according to limits established by the Code on Interactions with Health Care Professionals, created by the Pharmaceutical Research and Manufacturers of America (PhRMA). This code came into practice in 2002 and has since been updated to help define ethical interactions between health care professionals and the pharmaceutical companies [2]


Pharmaceutical Representative is a trade journal featuring common sales tactics such as how to close a tough sale by flattering a stubborn doctor.[8] Along with flattery, the attractiveness of sales reps has been noted, with a trend of former cheerleaders entering the field. Researchers stated that "seduction appeared to be a deliberate industry strategy", and in informal survey by a doctor found that 12 out of 13 women sales reps said they had been sexually harassed by doctors.[9]


Wholesale and manufacturing sales representatives work under pressure because their income and job security depend on the amount of merchandise they sell. Some sales representatives travel frequently.


Educational requirements vary for sales representatives and depend on the type of products sold. If the products are not scientific or technical, a high school diploma is generally sufficient for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.


About 170,000 openings for wholesale and manufacturing sales representatives are projected each year, on average, over the decade. Many of those openings are expected to result from the need to replace workers who transfer to different occupations or exit the labor force, such as to retire.


Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain the features of the products they are selling, negotiate prices, and answer any questions that their customers may have about the products.


Some wholesale and manufacturing sales representatives work with nonscientific products, such as food, office supplies, and clothing. Other representatives specialize in technical and scientific products, ranging from agricultural and mechanical equipment to computer and pharmaceutical goods.


In addition to selling products, wholesale and manufacturing sales representatives analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.


Staying up to date on new products and the changing needs of customers is important. Sales representatives accomplish this aim in a variety of ways, including attending trade shows at which new products and technologies are showcased. They attend conferences and conventions to meet other sales representatives and clients and to discuss new product developments. They also read about new and existing products and monitor the sales, prices, and products of their competitors.


Sales representatives, wholesale and manufacturing, except technical and scientific products held about 1.3 million jobs in 2021. The largest employers of sales representatives, wholesale and manufacturing, except technical and scientific products were as follows:


Sales representatives, wholesale and manufacturing, technical and scientific products held about 280,700 jobs in 2021. The largest employers of sales representatives, wholesale and manufacturing, technical and scientific products were as follows:


Some wholesale and manufacturing sales representatives have large territories and travel considerably. Because a sales region may cover several states, representatives may be away from home for several days or weeks at a time. Sales representatives who cover a smaller region may not spend much time away from home.


Other wholesale and manufacturing sales representatives spend a lot of their time on the phone, selling goods, taking orders, and resolving problems or complaints about the merchandise. They also use Web technology, including chats, email, and video conferencing, to contact clients.


Many companies have formal training programs for beginning wholesale and manufacturing sales representatives. These programs may last up to 1 year. In some, trainees rotate among jobs in plants and offices in order to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.


Frequently, promotion takes the form of an assignment to a larger account or territory, for which commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales manager, sales supervisor, district manager, or vice president of sales.


Interpersonal skills. Wholesale and manufacturing sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.


The median annual wage for sales representatives, wholesale and manufacturing, except technical and scientific products was $61,600 in May 2021. The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $30,620, and the highest 10 percent earned more than $125,750.


The median annual wage for sales representatives, wholesale and manufacturing, technical and scientific products was $94,840 in May 2021. The lowest 10 percent earned less than $44,460, and the highest 10 percent earned more than $168,320.


In addition to a rising total volume of sales, a wider range of products and technologies will lead to increased demand for sales representatives. Although wholesale sales are increasingly being conducted online, these online sales are expected to complement, rather than replace, face-to-face selling. Therefore, online sales are not expected to have a negative effect on employment growth for these workers.


Bureau of Labor Statistics, U.S. Department of Labor, Occupational Outlook Handbook, Wholesale and Manufacturing Sales Representatives, at -and-manufacturing-sales-representatives.htm (visited March 16, 2023).


These are the most common challenges that every pharmaceutical sales representative faces in the field. The only way to overcome these challenges and be successful in the field is to be confident, persuasive, know more about almost everything and get into intelligent discussions with the doctor.


Pharmaceutical sales jobs can be exciting for someone who enjoys talking to people, traveling to different locations, and keeping a flexible schedule. This role is a type of sales job that markets and sells pharmaceutical drugs and devices to individuals and companies.


A pharmaceutical sales representative is someone who markets and sells pharmaceutical medications and devices to medical providers. They educate providers on medications and sell medications to doctors and nurses. The job combines sales skills with specialized medical knowledge. 59ce067264






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