Essay
Essay Business Psychology
- Course
- Institution
RECOMMENDED METHODS FOR SELECTION AND RECRUITMENT OF MID-LEVEL SALES REPRESENTATIVES FOR A PHARMACEUTICAL COMPANY
[Show more]
Seller
Follow
efeefangwu
Content preview
RECOMMENDED METHODS FOR SELECTION AND RECRUITMENT OF MID-LEVEL SALES REPRESENTATIVES FOR A PHARMACEUTICAL COMPANY
BUSINESS PSYCHOLOGY
UNIVERSITY OF EAST LONDON
Word count -1773
ABSTRACT
The chief task of a Pharmaceutical or Medical Sales Representatives is to influence
healthcare professionals, particularly medical doctors to recommend their brands to patients.
Aspects of this task include providing product information, answers to queries regarding
products, and in some cases supply of product.
Although pharmaceutical sales representatives are expected to establish and cultivate
impactful and long-term connections with healthcare providers and institutions, the
interactions between Sales Representative and Health Care Professionals are closely
regulated by ethical codes which attract serious penalties mostly in the form of hefty fines for
the pharmaceutical company if contravened.
Examples of these regulations are Pharmaceutical Research and Manufacturers of America
(PhRMA) established in 2002 and the Association of British Pharmaceutical Industries
(ABPI).
With modern breakthroughs in medical research resulting in new and improved medications
that address diseases and help people live better lives, it is the job of the Pharmaceutical sales
rep to inform medical professionals about the supporting science and the efficacy of their new
portfolio while helping to increase sales for their organizations and develop recognition for
, their brand, their responsibilities also include building up of several signed account, growing
repeat business and provide competent customer service management.
This paper recommends a selection of intervention methods for hiring pharmaceutical sales
representatives which include methodologies that recognize the required skills that are
measured against task outlines and job descriptions as well as interview types.
INTRODUCTION
The concept of selection as it relates to employee recruitment can be described as a collection
of processes that inform decisions on an applicant or a group of applicants over others for one
or more jobs or tasks. (Edenborough, 2005)
The selection process for filling the role of a Medical or Pharmaceutical Sales Representative
includes evaluation of several soft as well as hard skills that candidates need to demonstrate
to be recruited.
Hard skills would include a degree in Pharmacy or Pharmaceutical Sciences, working
knowledge of software application for Customer Service Management (CRM) and or
Enterprise Resource Planning (ERP). Familiarity with sales and knowledge of pharmacology
is also an advantage as well as verbal and oral communication and a dedication to following
ethical principles. Also essential are delivering presentations and organizing demonstrations
for potential clients and stakeholders.
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller efeefangwu. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $7.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
64438 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now