A medical representative promotes and sells pharmaceutical products to healthcare professionals. Their main roles are organizing meetings with doctors and nurses, demonstrating new products, and providing feedback to companies. They must maintain relationships with medical staff, manage budgets, and meet sales targets. Qualifications include a secondary education and strong communication, interpersonal, and time management skills. Medical representatives receive initial and ongoing training to develop their product knowledge, presentation abilities, and understanding of marketing strategies. They are evaluated based on metrics like the number of sales calls, revenue generated, and new or lost customers.

1. Role of Medical Representative
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Prepared by: Mr. Rohit Kamboj

2. • A medical representative is a
representative of a company whose job is to
promote and sell their company's products,
whether that's pharmaceutical drugs or
medical equipment.
• And the Role of the medical
representative is to create demand for
an existing pharma product or launch
new product ensuring availability at
retailers and stockiest.
• The role of a Medical Representative is very
challenging and a difficult task. They are the
key link between medical and
pharmaceutical companies and healthcare
professionals.
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3. Role of Medical
Representativein a
Pharmaceutical company
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4. • A medical representative organize appointments and meetings with the community-
and hospital-based healthcare staff
• He has the main hand in identifying and establishing a new business by Sales
Achievement
• Demonstrating and Presenting the pharma products to healthcare staff
including doctors, nurses, and pharmacists
• Launching new products in the market
• Pharma Product Promotion and Market Feedback about the product
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5. 5
Company
Representation is
handled by
medical
representation
A medical
representative
build and
maintain positive
working relations
hips with medical
staff and support
administrative
staff
He should manage
budgets for
catering, outside
speakers, confere
nces, and
hospitality of the
company
Keep detailed
records of all
contacts and a
further
reporting Reach,
and if possible
exceed annual
sales targets given
by the company
A medical
representative
Follow up on
leads generated
by the company.

6. Job Profile of a
Medical
Representative
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7. The job profile of a medical representative can be covered
under three categories, namely
1. Prescription generation: The most difficult activity of a
medical representative is to generate sales revenue and the
most effective way to do this is to generate prescriptions for
the Company’s products from the doctors hemeets by
detailing of products.
Detailing: it is a preplanned effective communication activity
done by pharma company to educate physician about
products.
Steps of effective detailing:
1. text
2. Voice
3. Handling of visual aid
4. eye to eye contact
5. Body language
6. Listening
7. Use of senses
8. Time Management
2. Customer coverage: The medical representative has to meet
the doctors regularly. A medical representative must be
aware of the different specialties of the doctors and
promote the right products to the right doctors.
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8. 3. Market
intelligence
• The success or failure of a
business is decided by how
well prepared it is to satisfy its
customers’ needs in light of
the competitors’ efforts and
prevailing market conditions.
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9. 9
Q u a l i f i ca t i o n s and
Training re q u i re d

10. • According to the U.S. Bureau of Labor Statistics (BLS), sales representatives,
including medical sales representatives, are not required to have any particular type of
formal education.
• The companies mainly ask the higher secondary education or bachelors from any
reputed schools/institutions.
• You don't need a science degree, however, and a good number of medical sales
representatives have a non-science degree.
• Some top universities also offer related programs like pharmacy, biosciences,
healthcare, and business of four years duration.
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11. Skills of a Medical Representative
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12. • Some of the other skills that employers look for while hiring
medical representatives are:
• Strong communication skills
• Good interpersonal skills
• The candidate should be result driven and have good planning
• and organizational skills.
• Good understanding of the product
• Strong verbalskills
• Customer service abilities and time-management skills
• Excellent communication skill and presentation skills
• Negotiating skills
• Sales and Customer relationship skills
• Confidence andPersistence
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13. Selection and Training
Selection means selecting the fixed number of suitable
candidate from those who applied for the posts.
Selection Procedure:
• Scrutiny of application
• Preliminary interview
• Selection test
• Selection interview
• Physical examination
• Reference check

14. Training
Training is the scientific process of improving the knowledge and
skills of the employees for doing a particular job.
Objective of training and development
• Imparting attitude skills
• Notifying organization policies
• Bestowing organization culture and values
• Understanding the goals
• Developing the team working skills
• Developing the product/service knowledge

15. • Induction training : it refer to the
process of introducing the new
employees to the organization as well
as to the existing staff members.
• Promotional training: Many
organization, training is given to the
existing employees to meet the
requirement of the higher post.
• Refresher training: the training is given
to the employees in order to update
their knowledge with respect to the
latest development in their respective
fields.
• Safety training: the training is given to
workers to handle the dangerous
machines and materials in order to
avoid any fatal accidents.
Types of Training
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16. Norms for costumer calls
A sales call is a phone call made by a sales representative of a
company to a person with the purpose of selling a product /
service.
Types of sales calls
• Cold call
• Warm call
• Sales appointment call
• Follow up call

17. Use full activities for
sales call
1. Identify the information you need before making the
sales call and identify the source.
2. Describe the concern of typical Healthcare providers
a. Describe general perspective
b. Describing individual perspective
3. Select useful info about HCPs from the existing
database and find ways to add more.
4. Set specific, realistic and result oriented objectives for
the sales call
5. Develop a plan to achieve the objectives
a. Describe the customers current situation.
b. Recognize your opportunity
c. Your call objective
This Photo by Unknown author is licensed under CC BY-SA.

18. Evaluating Sales Representative

19. Raw data from which sales
managers can extract key indicators
of sales performance
• Average number of sales calls per salesperson
per day
• Average sales call time per day
• Average revenue per sales call
• Average cost per sales call
• Percentage of orders per hundred sales calls
• Number of new costumer per period
• Number of lost costumer per period
• Sales force cost as a percentage of total sales