What Does it Take to Become a Pharmaceutical Sales Rep?
Pharmaceutical sales representatives sell medicines and medical supplies to pharmacists, health care managers, dentists and physicians. According to the Bureau of Labor Statistics, as of 2009 the average income of a pharmaceutical sales rep came to $88,150 per year. A pharmaceutical sales representative needs the personal characteristics and skills of a good salesperson as well as scientific and technical knowledge relevant to the products.
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Personal Characteristics
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A pharmaceutical sales representative needs good communication skills and an outgoing personality. A good sales rep listens to others and understands their feelings. Because closing sales can be difficult, she needs persuasive ability, good negotiation skills and patience. She also needs the ability to deal well with many types of personalities. Most pharmaceutical sales reps travel many miles visiting physicians' and dentists' offices and health care facilities. A sales rep needs the stamina to travel regularly and the physical strength to lift the products. Some employers also require representatives to own an appropriate and reliable car.
Education
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Although the job of pharmaceutical representative does not entail any specific degree requirement, most employers prefer applicants with bachelor's degrees. In fact, 88 percent of pharmaceutical reps have at least a four-year degree. A strong background in science or a major in pharmaceutical science or pharmaceutical marketing will prepare you best. Major programs in pharmaceutical science usually include courses such as chemistry, biology, toxicology and anatomy. In addition, you will learn business communications and writing.
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Company Training
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Pharmaceutical companies usually put new sales representatives through extensive training in their specific products. Because the products are so technical, the sales representatives receive information on the chemistry of the medicines, their possible interactions, the illnesses they treat and other aspects of health sciences.
Factors Affecting Income
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The skill of the sales rep greatly affects income. Most pharmaceutical companies pay their sales representatives commissions based on actual sales, although some companies also pay fixed salaries. In addition, fluctuations in the economy or changes in the particular product market also can affect sales and, therefore, income.
Outlook and Advancement
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According to the Bureau of Labor Statistics, jobs for sales reps for scientific products will increase by 10 percent from 2008 to 2018. The aging of the population will increase the need for medicines and those who work in the pharmaceutical industry. Prospective sales reps with good personalities, college degrees and appropriate scientific knowledge will have the best chances of finding jobs. Sales representatives often advance by receiving more lucrative or larger territories with resulting bigger commissions. Pharmaceutical reps can also receive promotion to supervisory or managerial positions leading sales teams.
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References
- Education Portal: Pharmaceutical Sales Career Information
- Education Portal: Educational Rquirements for a Career in Pharma Sales
- O-Net Online: Sales Representatives, Technical and scientific Products
- Bureau of Labor Statistics Occupational Outlook Handbook; Sales Representatives, Wholesale and Manufacturing; May 2009
- Bureau of Labor Statistics Career Guide; Pharmaceutical and Medicine Manufacturing; 2010-11
- Bureau of Labor Statistics; Occupational Employment and Wages; Sales Representatives, Technical and Scientific Products; May 2009
Resources
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