Profession medical sales representative

Medical sales representatives promote and sell medical devices, equipment and pharmaceutical products to healthcare professionals. They provide product information and demonstrate features to healthcare professionals. Medical representatives negotiate and close sales contracts.

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Personality Type

• Enterprising / Conventional

Knowledge

• Sales strategies

  The principles concerning customer behaviour and target markets with the aim of promotion and sales of a product or a service.

• Medication classification

  Categories of medication such as antibiotics, anti-inflammatory and antiviral.

• Health care system

  The structure and function of health care services.

• Medical terminology

  The meaning of medical terms and abbreviations, of medical prescriptions and various medical specialties and when to use it correctly.

• Pharmacovigilance legislation

  Regulations used to control and monitor adverse drug reactions at EU level.

• Medical devices materials

  The different materials used to create medical devices such as polymer materials, thermoplastic and thermosetting materials, metal alloys and leather. In the choice of materials, attention must be paid to medical regulations, cost, and biocompatibility.

• Medical sales industry

  Suppliers, target audience, products and competitors on the medical sales market.

• Sales argumentation

  Techniques and sales methods used in order to present a product or service to customers in a persuasive manner and to meet their expectations and needs.

Skills

• Negotiate sales contracts

  Come to an agreement between commercial partners with a focus on terms and conditions, specifications, delivery time, price etc.

• Advise customers on usage of medical products

  Provide advice to customers on what medical products can be used for various medical conditions.

• Organise retail sampling events

  Organise sampling and demonstration activities in order to promote a product

• Prospect new customers

  Initiate activities in order to attract new and interesting customers. Ask for recommendations and references, find places where potential customers can be located.

• Keep records on sales

  Keep records of the activities of the sales of products and services, tracking which products and services were sold when and maintaining customer records, in order to facilitate improvements in the sales department.

• Carry out event management

  Plan and execute all the technical and logistical aspects required for an event to be successful.

• Advise on medical device features

  Provide information on how the medical device is functioning, what are its features, advantages and usability terms.

• Inform about the legal aspects of the medical device presented

  Provide the healthcare staff with information about the clinical tests undertaken on a specific medical device, the legal documentation concerning its marketability and sales activity and provide any documentation in support of this.

• Issue purchase orders

  Produce and review the documents needed to authorise shipment of a product from the supplier at a specified price and within specific terms.

• Provide customers with order information

  Provide order information to customers by telephone or e-mail; clearly communicate about price ratings, shipping dates and possible delays.

• Supervise sales activities

  Monitor and oversee the activities related to the ongoing sales in the shop to ensure that sales goals are met, assess areas for improvement, and identify or solve problems that customers could encounter.

• Carry out sales analysis

  Examine sales reports to see what goods and services have and have not sold well.

Optional knowledge and skills

Source: Sisyphus ODB