Essay
Essay Business Psychology
- Module
- Business Psychology
- Institution
- University Of East London (UEL)
RECOMMENDED METHODS FOR SELECTION AND RECRUITMENT OF MID-LEVEL SALES REPRESENTATIVES FOR A PHARMACEUTICAL COMPANY
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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.
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