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A Day in the Life of a Medical Sales Representative
Medical sales representatives create the vital link between the pharmaceutical industry and the health service. They are professional sales people whose primary role is to sell pharmaceutical products to primary and secondary healthcare professionals.
The precise role varies from company to company depending on the type of products to be promoted. Representatives are field-based and live within easy reach of the customers they call on. These may be general practitioners (GPs) and their practice staff, or hospital personnel including consultants and their teams.
Each day a particular area is chosen and the day is made up of a mixture of fixed appointments and unscheduled calls to potential prospects. Sales calls are also made on pharmacies to help smooth the path of products between manufacturer and patient.
Lunchtime and evening meetings with sales presentations to groups of doctors are organised in both hospitals and general practice, using all types of presentation aids including video and laptop computers.
Where hospital products are part of the promotional plan, the representative calls on hospital personnel including consultants and junior staff. Hospital representatives also perform an increasing role in the often complicated negotiation process involved in getting products included in practice or hospital formularies.
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