The document discusses Mia Orlandi's career exploration and decision to pursue a career in pharmaceutical sales. It outlines her interests in healthcare from high school and realization that nursing was not the right fit. It then discusses the skills needed for a career in pharmaceutical sales, including communication skills, science knowledge, and persuasion. Trends in the field like fewer sales reps due to healthcare changes are addressed. Finally, it summarizes that though competitive, pharmaceutical sales aligns with Mia's interests and skills and provides good pay and benefits.

1. Mia Orlandi
2/9/15
COMM 499
Career Exploration
Throughout high school, I was always interested in health care and the medical field.
Before going off to college, I chose a career field in nursing, since it fit my interests and was a
popular choice for girls my age. In the middle of my college career, I realized the hands-on
aspect of nursing wasn’t for me, and I needed to figure a different career out fast. I was already
working on a minor in communication, so I decided to broaden that horizon and make it my
major. After plenty of research, interviews, and discussions with my advisor, I finally decided to
put that communication focus into another health related career- pharmaceutical sales. I was
overjoyed to be able to put my healthcare classes to use, while making a career out of my former
minor- which I love. While this career path does focus on sales and business, I know I will enjoy
stopping by hospitals and doctors offices, along with learning about the drugs I will be selling.
Many people aren’t sure what a pharmaceutical salesperson even does- and I am here to tell you.
I will be discussing the the career itself, skills that are needed for this career, some different
trends that go along with this career choice, and some statistics related to the field.
A pharmaceutical salesperson is someone that is hired through a drug company to go
around to different locations, such as doctors offices and hospitals, to sell their products. Here at
these different locations, the salesperson will be meeting up with doctors to educate, persuade
and sell these different types of drugs. These salespeople are considered the connection to

2. knowledge and drugs for the doctors and their practices (How to become a pharmaceutical sales
representative.) This career can be very rewarding, with great pay and hours, but there are also
downsides to having this job. The field is very competitive, with many other drug companies
pushing very similar items to doctors as well. This creates a lot of pressure on the sales
representative, which can have both positive and negative effects. Pharmaceutical sales
representatives also make their own hours, and spent part of their day traveling to different
locations. Prior to selling the drugs, pharmaceutical sales representatives must go through
training to receive education on the drug that they are selling. Many companies offer on-the-job
training, along with tuition reimbursement for additional classes needed. These people must have
a proper understand of the drug itself, and its effect on the human body. The salesperson must be
able to explain to the doctor how the chemistry of the drug works, methods of interaction, side
effects, and potential interactions with other drugs. The sales rep must also be able to answer any
questions that the doctor may have pertaining to the drug. Many salespeople specialize in a
certain type of drugs as well, such as cardiac drugs, which can help strengthen their expertise.
This can help make a sales rep more valuable to their drug company, and increase their salary.
Most of this sales reps work on commission, and tend to stay in a certain geographic location to
increase the amount of possible sales per day. Part of the job also includes the scheduling of
these meetings, and also attending conferences and events related to the field. Many sales reps
also conduct field research and monitor different doctors’ sales patterns to see trends in the sales
and field (How to become a pharmaceutical sales representative.) The job may be intellectually
challenging, which can be very exciting and new to some representatives.
There are many different skills that are needed for this career. First off you must have
completed a bachelors degree. While any major works for this career, most employers look for

3. someone who has obtained a degree in business, communication, or marketing. Having a
bachelors degree already starts you off with some of the basic knowledge and understanding you
must have for any career. This career also requires an understand of drugs, chemistry, and the
physiology of the human body. As a previous nursing major, I have taken loads of science
courses that relate directly to this subject. Knowledge from my anatomy/physiology, chemistry,
and medical terminology classes will all help me with my pharmaceutical sales career at some
point. Also, this career requires great communication skills. As a communication major, I have
strengthened my communication skills in many ways. My classes constantly require us to give
speeches, write papers, work together in groups, and participate in class discussions. This
constant communication has strengthened my skills in a way that both family and friends have
noticed. A career as a pharmaceutical salesperson also requires great persuasion skills. I have
taken a course on theories in persuasion, which has helped me reach a greater understanding of
how to obtain these skills, but my part time job as a waitress at a popular chain restaurant has
done the rest of the work for me. Working at this type of restaurant requires me to constantly
push alcohol sales and upsells of many different items. While I felt uncomfortable and annoying
doing this at first, I developed a way to persuade which makes both myself and the customer
feel comfortable. This skill that I have gained will help me with my career as a salesperson, since
they are constantly persuading and selling. A couple other skills that are needed for this career
are curiosity and passion. I have always been interested in the health care field, and this job will
enable me to be able to learn more about an interesting component- drugs. I am so interested in
how they work and it not only excites me to work as a sales rep, but to also learn about the drug
that I am selling. I also put passion into everything I do, another skill that I plan on using for my
career in this field. I know that I will come to work every single day and put my best foot

4. forward. Another skill that a pharmaceutical salesperson on must have is time management. This
may be a skill I need to work on. While I try to be early to my everyday activities, life gets in the
way sometimes. I am getting better at it, but I know that I need to perfect this skill before setting
foot into the workplaces. Being on time, or better early, is a must in this field. Being late could
lose a sale, and potentially lose your job. Another skill that I need to work on is communicating
with people in power. A lot of times, I get nervous around managers, bosses, and teachers. I have
heard this to be called “white coat syndrome” when referring to a doctor, which is exactly whom
I will be communicating with. I get nervous because I don’t want to say the wrong thing, or
come off as unintelligent, which I need to work on. I am positive that with practice and time I
will be comfortableness communicating with these types of people.
There are many trends in this career field that I have noticed with research. I found that
many drug companies have been hiring attractive females to assist with the persuasion and
selling of these drugs. In addition to this, many drug companies have also hired former
cheerleaders as sales representatives. Another trend, unfortunately, is the decline in
pharmaceutical sales reps as a whole. The number of reps has been cut in half since 2005. This
decline is a result of reduced access to doctors and the changes in the way healthcare is
delivered. In 2005, there were over 100,000 sales representatives in the field, but in 2014 the
number had dropped to around 63,000. A lot of pharmaceutical companies are replacing
representatives with account managers. Many hospitals are also shutting sales representatives out
of their decision making process in hopes to save money (Johnson, 2014.) While these trends are
a bit frightening to the college graduate, I am not too worried as many other fields are struggling
as well. I also know that I am the right person for this job and I am eager for an interview to
show employers that I would be perfect for their company.

5. Pharmaceutical sales representatives make great money, with the median salary being
around 88,000 per year. These employees also earn great benefits, such as medical and life
insurance, a company car, business trips, expense accounts, stocks, bonuses, and retirement
plans. There is an expected 10% job growth increase for sales representatives from 2012 to 2022.
In addition to this, the pharmaceutical industry is based mainly in California and New Jersey,
which is great for me since I would love to live in California. These areas will typically hire
more entry level employees, which is also a plus (How to become a pharmaceutical sales
representative.)
To wrap things up, a pharmaceutical sales job is a stressful, competitive, yet rewarding
job. I spent three years of college feeling uncomfortable and depressed with nursing as my
major, and nothing gets me more excited to graduate as finding a career path that is perfect for
me. This job is great for me in so many ways, from the traveling to the salary to the
communication aspect. I know that the health classes I did take for nursing will benefit me in the
long run, along with my part-time serving job, and my communication courses. Although the
decline in employees in this profession is a bit scary, I know that I can do it with the skills I
have. I can’t wait to start my life in this career and I hope you learned something about being a
pharmaceutical sales representative that you didn’t know before!
Bibliography:
How to become a pharmaceutical sales representative. (n.d.). Retrieved February 10, 2015, from
http://www.innerbody.com/careers-in-health/pharmacy/how-to-become-a-pharmaceutical-sales-
representative.html

6. Johnson, B. (2014, September 26). The pharma trend that should scare the crap out of medical
device sales reps. Retrieved February 9, 2015, from http://www.massdevice.com/blogs/brian-
johnson/pharma-trend-should-scare-crap-out-medical-device-sales-reps