The Product Unique Selling Point –Differentiation –Efficacy –Safety –Advantages –Cost Local Guidelines Clinician Support
Marketing Strategy Based On Medical Evidence –Large Trials –Select Patient Groups –Head: Head Comparison with Competitors –Message in line with ABPI Standards Product Proposition & Evidence To Advertising Agencies Tested with Target Customer Group Rolled Out To The Field Representatives Reviewed & Updated Quarterly/ Six Monthly
Support Initial Training Course Field Coaching (Manager/ Trainer) Knowledge, Skills Workshops Sales Generation Budgets –Clinical Meetings –Relationship Building –Medical Education/ Equipment Support
The Call Typically 10-15 mins with Customer Identify Customer Needs Challenge Convention Demonstrate Benefits For Customer & Patient Gain Agreement To Prescribe (No & Pt Types) Agree Follow Up (discuss results, expand usage) Capture The Call Sequential Selling PASSION & BELIEF
The Individual Ideally with Life-Science Background –Degree Level –At least ‘A’ Level in Biology Self-starter Goal Orientated Tenacious Perform Under Pressure Business & Customer Focused Flexibility Team Player
The Challenges & Rewards British Attitude to Selling Apathy Lonely Frustrating “Only As Good As Your Last Performance” British Attitude to Selling Apathy Lonely Frustrating “Only As Good As Your Last Performance” Flexibilty –Manage Your Own Time & Priorities Visible Results Career Development Opportunities –Management, Marketing, Key Account, Coaching –National & International £££££££££££ Flexibilty –Manage Your Own Time & Priorities Visible Results Career Development Opportunities –Management, Marketing, Key Account, Coaching –National & International £££££££££££
The Perks Salary –£–£20k - £50k PA (Medical Sales Representative) –£–£35k - £60k PA (Area Sales Manager) –£–£60k - £80k PA (Field Sales Manager) –£–£100k+++ PA (Divisional Manager) Company Car Bonuses –£–£5k- £15k PA Shares Pensions, Medical Cover etc. Career Development & Opportunities
Summary The Job –Product, Message, Support, The call, challenges & Rewards The Individual –Qualifications & Capabilities The Perks –Not a job for everyone, but for the right person, it can be very rewarding Questions???????????????