Pharmaceutical sales representative

Qualifications

The journey to becoming a Pharmaceutical/Medical Sales Representative typically begins with obtaining a relevant educational background. While a specific degree was not always mandatory, having a degree in fields such as life sciences, nursing, or business/commerce is seen as advantageous in 2023. This educational foundation provides essential knowledge about medical products and the healthcare industry, which is crucial for effective communication with clients. Additionally, pursuing courses in sales and marketing can further enhance one’s skills and understanding of the sales process.

Methods

Doctors can receive small gifts, such as free dinners, event or travel tickets, clocks, free drug samples and swag like pens, paper pads, and office toys with company logos. Controversial inducements include jobs offers for the drug company, consulting / speaking fees, and all-expense-paid travel to resorts and exotic locations where attendance is limited or not mandatory.

Pharmaceutical Representative is a trade journal featuring common sales tactics such as how to close a tough sale by flattering a stubborn doctor. 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.

Me-too drugs

Laws

In 1990, the Food and Drug Administration (FDA) passed laws banning "gifts of substantial value" of drug companies to doctors, however this has changed the gifts from objects to meals and travel.

In 2006, New Hampshire forbid the sale of prescription data to commercial entities.

Encountering ill-informed reps at his practice Dr. Dan Foster, a West Virginia surgeon and lawmaker, introduced a bill to require reps to have science degrees. While it did not pass, it led to a disclosure of minimum hiring requirements.

Alternatives

In Australia the government funds academic detailers that are impartial medical students who provide drug information to medical professionals.

References

References

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