| |
You are here: Experts > Business > Marketing > Careers: Business > Pre-Pharmaceutical Sales Rep.
Expert: Leo Lingham - 8/22/2008
Question
Hello, I am a sophomore in college working toward a Bachelors in Marketing/Public Relations. I am very interested in getting into the pharmaceutical sales field. I am not sure what type of experience employers will be looking for. I am currently a technician at a local optometrist's office. I know that will help but what else should I do to help make myself more appealing to future employers? Thanks a lot!
Answer
GRANT,
The business degree in marketing/public relations is a great start.
The current role as a technician at the optometrist's office
could be of great help in obtaining a sales job in an organization like
BAUSCH & LAMB --a leading eyeglass/ accessories manufacturers/ marketers.
----------------------------------------------------------------------------
Regarding the sales opportunities with pharmaceutical field,
the field has two sets of salespeople
1.medical reps, with pharma qualifications, who sell prescription
drugs to doctors/ hospitals/ medical institutions.
2.sales reps. who sell OTC [over the counter] products like
cough syrup / eyedrops/ other medical products.
YOU COULD EASILY GET INTO THE SECOND TYPE OF PRODUCT RANGE.
THIS SELLING INVOLVES MOSTLY INTO
-individual retailers
-chain stores [ soul patinson]
-instituational selling like hospitals etc.
==================================================
WHILE DOING A DEGREE, TO ENHANCE THE SKILLS IN SELLING,
I would suggest the following:
CONTACT-----DALE CARNEGIE, in your city.
DALE CARNEGIE ARE THE BEST SALES TRAINERS.
THESE FOUR COURSES SHOULD GIVE YOU THE EDGE/ADVANTAGE.
IN THIS ORDER.
1. How to Sell Like a Pro
2.Sales Advantage
3.High-Impact Presentations
4.World Class Customer Service
================================
THE SALES SKILLS.
THE FOLLOWING ELEMENTS, COULD HELP YOU
GAIN EDGE IN THE MARKET/ HENCE THE RESULTS.
Product Knowledge
Company Knowledge
Human Relations in Selling
Planning of Sales
Time Management
Prospecting New Clients
opening the Sales
customer Relations
Sales Presentation
Customer Servicing
Sales Negotiation
Persuasive Selling
Sales Communication
Psychology in Selling
sales Counselling
Probing Techniques
Consultative Selling
Handling of various Types of customers
Handling Objections
Building Goodwill
Organisation of your daily work
Listening Skills
Setting Goals
Telephone Techniques
Selling Benefits
Competitor's Knowledge
Pre‑call Planning
YOU SHOULD PICK THOSE ELEMENTS, WHICH ARE YOUR
PRIORITIES AND WORK ON THEM.
YOU CAN DEVELOP BY
-attending courses
-reading books
-using DVD/ VIDEO TAPES.[www.amazon.com]
===============================
YOU MUST ALSO KEEP AN EYE ON YOUR FUTURE CAREER.
IN A FEW YEARS, YOU SHOULD BE LOOKING FOR
CLIMBING FOR THE POSITION OF
-regional sales manager
-sales manager
-general sales manager
-vice president sales.
The scope of the sales management, in broad terms includes,
the following
Establish Salesforce objectives
Organizing the Salesforce
Recruiting and Selecting Salespeople
Training Sales Personnel
Compensating Sales People
Motivating Sales People
Developing sales plans
Developing sales development programs
etc etc
==============================
FOR THIS YOU WILL NEED a MBA IN marketing
TO GIVE YOU THE EDGE.
WHILE WORKING IN SALES,
YOU CAN COMPLETE MBA [ part time]
YOU MAY WANT TO THINK THIS OVER.
========================================
GOOD LUCK,
REGARDS
LEO LINGHAM
Add to this Answer
Ask a Question
|
|
