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Professional Sales
Representative (PSR)
Submitted by: Sahil Srivastava
Bachelor of Pharmacy (8th Sem)
Submitted To: Dr. Anupam Singh Bhadouriya
(Head of Department & Associate Professor)
Kunwar Ajeet College of Pharmacy
Rajepur Kachgaon Jaunpur
INTRODUCTION
• A Professional Sales Representative (PSR) is a sales professional who
represents a company or organization and is responsible for selling its
products or services to customers.
• The primary role of a PSR is to build strong relationships with customers,
understand their needs and requirements, and offer products or services that
meet those needs.
RESPONSIBILITIES
1. Building and maintaining relationships with customers.
2. Identifying new sales opportunities.
3. Promoting and selling products or services.
4. Providing product information and training.
5. Resolving customer issues and complaints.
6. Reporting sales data and performance.
DUTIES OF PSR
1. Sales prospecting and lead generation.
2. Sales presentations and demonstrations.
3. Sales negotiations and closing.
4. Customer relationship management.
5. Product and market knowledge.
6. Sales reporting and forecasting.
PURPOSE OF DETAILING
• Detailing is a promotional technique used by pharmaceutical and medical
device companies to inform and educate healthcare professionals (HCPs)
about their products.
• The purpose of detailing is to provide HCPs with detailed information
about a specific product, including its benefits, potential side effects, and
how it compares to other products on the market.
BENEFITS OF DETAILING
1. Improved product knowledge.
2. Increased brand awareness.
3. Enhanced patient care.
4. Relationship building.
SELECTION & TRAINING
• The selection and training of sales representatives are critical components
of the pharmaceutical industry’s detailing strategy.
• The success of detailing efforts is dependent on the ability of sales
representatives to effectively communicate the benefits of a company’s
products to healthcare professionals (HCPs).
SELECTION
1. Sales Experience
2. Interpersonal Skills
3. Product Knowledge
4. Education
TRAINING
1. Product Knowledge
2. Sales Training
3. Compliance Training
4. Ongoing Training
SUPERVISING
• Supervising is an important aspect of managing a team of professional
sales representatives (PSRs) in the pharmaceutical industry.
• The success of the detailing efforts of a company largely depends on the
performance of the sales representatives.
KEY POINTS FOR SUPERVISING
• Setting Targets & Goals.
• Providing Training & Coaching.
• Monitoring Performance.
• Motivating the Team.
• Managing Relationships.
NORMS FOR CUSTOMER CALLS
• In the pharmaceutical industry, professional sales representatives
(PSRs) often make customer calls to healthcare professionals
(HCPs) to promote their company’s products.
• To ensure that these calls are conducted in a professional and
ethical manner, companies often establish norms and guidelines for
PSRs to follow.
• Here are some examples of norms for customer calls in the
pharmaceutical industry.
EXAMPLE OF NORMS
1. Call duration
2. Call frequency
3. Disclosure of Information
4. Professional Conduct
5. Compliance with Regulations
MOTIVATING
• Motivating professional sales representatives (PSRs) is an essential part
of managing a successful pharmaceutical sales team.
• Motivated PSRs are more likely to achieve their sales targets, build
strong relationships with healthcare professionals (HCPs), and represent
their company in a positive and professional manner.
• Here are some strategies for motivating PSRs
STRATEGIES FOR MOTIVATING PSRs
1. Providing recognition and rewards
2. Offering career development opportunities.
3. Encouraging teamwork.
4. Providing a positive work environment.
5. Providing regular feedback and coaching.
EVALUATING
• Evaluating the performance of professional sales representatives (PSRs)
is an important part of managing a successful pharmaceutical sales
team.
• Evaluating PSRs allows managers to identify areas of strength and
weakness, provide feedback and coaching, and make decisions about
promotions, bonuses, and other incentives.
• Here are some common methods for evaluating the performance of
PSRs
METHODS FOR EVALUATING
1. Sales Metrics
2. Call Metrics
3. Compliance Metrics
4. Customer Feedback
5. Competency Assessment
COMPENSATION AND FUTURE PROSPECTS
• Compensation and future prospects are important factors to consider
when evaluating the attractiveness of a career as a professional sales
representative (PSR) in the pharmaceutical industry.
COMPENSATION
• The compensation package for PSRs typically includes a base
salary and performance-based bonuses or incentives.
• According to the U.S. Bureau of Labor Statistics, the median annual
salary for sales representatives in the pharmaceutical and medicine
manufacturing industry was $79,710 in May 2020.
• However, compensation can vary depending on factors such as the
company, location, and level of experience
FUTURE PROSPECTS
• The future prospects for PSRs in the pharmaceutical industry are
generally positive, with job growth projected to be steady over the next
decade.
• According to the U.S. Bureau of Labor Statistics, employment of sales
representatives in the pharmaceutical and medicine manufacturing industry
is projected to grow 5 percent from 2020 to 2030, which is about as fast as the
average for all occupations.
• Factors driving this growth include an aging population, advances in
medical technology, and an increasing focus on preventative healthcare
THANK YOU!

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Professional Sales Representative by Sahil Srivastava.pptx

  • 1. Professional Sales Representative (PSR) Submitted by: Sahil Srivastava Bachelor of Pharmacy (8th Sem) Submitted To: Dr. Anupam Singh Bhadouriya (Head of Department & Associate Professor) Kunwar Ajeet College of Pharmacy Rajepur Kachgaon Jaunpur
  • 2. INTRODUCTION • A Professional Sales Representative (PSR) is a sales professional who represents a company or organization and is responsible for selling its products or services to customers. • The primary role of a PSR is to build strong relationships with customers, understand their needs and requirements, and offer products or services that meet those needs.
  • 3. RESPONSIBILITIES 1. Building and maintaining relationships with customers. 2. Identifying new sales opportunities. 3. Promoting and selling products or services. 4. Providing product information and training. 5. Resolving customer issues and complaints. 6. Reporting sales data and performance.
  • 4. DUTIES OF PSR 1. Sales prospecting and lead generation. 2. Sales presentations and demonstrations. 3. Sales negotiations and closing. 4. Customer relationship management. 5. Product and market knowledge. 6. Sales reporting and forecasting.
  • 5. PURPOSE OF DETAILING • Detailing is a promotional technique used by pharmaceutical and medical device companies to inform and educate healthcare professionals (HCPs) about their products. • The purpose of detailing is to provide HCPs with detailed information about a specific product, including its benefits, potential side effects, and how it compares to other products on the market.
  • 6. BENEFITS OF DETAILING 1. Improved product knowledge. 2. Increased brand awareness. 3. Enhanced patient care. 4. Relationship building.
  • 7. SELECTION & TRAINING • The selection and training of sales representatives are critical components of the pharmaceutical industry’s detailing strategy. • The success of detailing efforts is dependent on the ability of sales representatives to effectively communicate the benefits of a company’s products to healthcare professionals (HCPs).
  • 8. SELECTION 1. Sales Experience 2. Interpersonal Skills 3. Product Knowledge 4. Education TRAINING 1. Product Knowledge 2. Sales Training 3. Compliance Training 4. Ongoing Training
  • 9. SUPERVISING • Supervising is an important aspect of managing a team of professional sales representatives (PSRs) in the pharmaceutical industry. • The success of the detailing efforts of a company largely depends on the performance of the sales representatives.
  • 10. KEY POINTS FOR SUPERVISING • Setting Targets & Goals. • Providing Training & Coaching. • Monitoring Performance. • Motivating the Team. • Managing Relationships.
  • 11. NORMS FOR CUSTOMER CALLS • In the pharmaceutical industry, professional sales representatives (PSRs) often make customer calls to healthcare professionals (HCPs) to promote their company’s products. • To ensure that these calls are conducted in a professional and ethical manner, companies often establish norms and guidelines for PSRs to follow. • Here are some examples of norms for customer calls in the pharmaceutical industry.
  • 12. EXAMPLE OF NORMS 1. Call duration 2. Call frequency 3. Disclosure of Information 4. Professional Conduct 5. Compliance with Regulations
  • 13. MOTIVATING • Motivating professional sales representatives (PSRs) is an essential part of managing a successful pharmaceutical sales team. • Motivated PSRs are more likely to achieve their sales targets, build strong relationships with healthcare professionals (HCPs), and represent their company in a positive and professional manner. • Here are some strategies for motivating PSRs
  • 14. STRATEGIES FOR MOTIVATING PSRs 1. Providing recognition and rewards 2. Offering career development opportunities. 3. Encouraging teamwork. 4. Providing a positive work environment. 5. Providing regular feedback and coaching.
  • 15. EVALUATING • Evaluating the performance of professional sales representatives (PSRs) is an important part of managing a successful pharmaceutical sales team. • Evaluating PSRs allows managers to identify areas of strength and weakness, provide feedback and coaching, and make decisions about promotions, bonuses, and other incentives. • Here are some common methods for evaluating the performance of PSRs
  • 16. METHODS FOR EVALUATING 1. Sales Metrics 2. Call Metrics 3. Compliance Metrics 4. Customer Feedback 5. Competency Assessment
  • 17. COMPENSATION AND FUTURE PROSPECTS • Compensation and future prospects are important factors to consider when evaluating the attractiveness of a career as a professional sales representative (PSR) in the pharmaceutical industry.
  • 18. COMPENSATION • The compensation package for PSRs typically includes a base salary and performance-based bonuses or incentives. • According to the U.S. Bureau of Labor Statistics, the median annual salary for sales representatives in the pharmaceutical and medicine manufacturing industry was $79,710 in May 2020. • However, compensation can vary depending on factors such as the company, location, and level of experience
  • 19. FUTURE PROSPECTS • The future prospects for PSRs in the pharmaceutical industry are generally positive, with job growth projected to be steady over the next decade. • According to the U.S. Bureau of Labor Statistics, employment of sales representatives in the pharmaceutical and medicine manufacturing industry is projected to grow 5 percent from 2020 to 2030, which is about as fast as the average for all occupations. • Factors driving this growth include an aging population, advances in medical technology, and an increasing focus on preventative healthcare