The Medical Sales Representative is a key link between pharmaceutical companies and healthcare professionals. He/she is responsible for contacting potential customers such as primary care centres, hospitals and pharmacies, identifying their needs, convincing them that the products (medicines or medical devices) of his/her company can best satisfy their needs; closing the sale according to the terms and conditions; and providing an after sales service.

Medical Sales Representative is also known as Medical Representative and Territory Sales Executive.

The individual should have good knowledge of the Pharmaceuticals sector industry/subjects). He/ she should have excellent sales and negotiation skills and should demonstrate the ability to understand and present technical data about the medicine or medical device. He/she should demonstrate adaptability for coping with frequent changes in products and healthcare system and should be flexible to travel on a frequent basis. He should be well turned out and must have excellent communication skills.

After completing this programme, participants will be able to:

• Outline industry eco system, regulations and ethical practice to enable him/herself for establishing the industry standards in his/her performance
• Monitor competitors by gathering market data on pricing/ new products/marketing techniques and trade offers, analysing the same and in turn recommend the changes/ improvements in products/ services of the company
• Promote and sell products to potential and existing customers by managing the customer relationship without compromising on the standards and ethics
• Deliver product presentations including product specifications and product market image to health care professionals and recall pharmacology, drug composition, key characteristics and its mode of action, drug transport mechanism in human body, therapeutic drug and its classes, pharma covigilance and disease management to enable him/herself for participation in discussion and establish the industry contacts
• Perform after sales services to the stakeholders in distribution chain
• Organise medical conferences and events

Sales & Marketing of pharmaceutical products to hospitals, doctors and primary health care centres.