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Medical representatives are vital to the pharmaceutical industry and the health care profession. They promote their companiesâ?? products to general practitioners and other health care providers. Product promotion occurs at face-to-face meetings or medical conventions. rnrnRepresentatives work in â??territoriesâ? or areas. Sometimes more than one medical representative works in the same territory. As of May 2008, the median annual salary of representatives was $70,200.
Meeting With Clients
Medical representatives schedule an appointment, then meet with surgeons, physicians and other health care professionals in their office or hospital. They explain the product and its features. Representatives also answer any questions that the health care professional may ask about it. The role of the medical representative is to make his client interested in the product and to arrange a sale.
Attending Trade Shows and Conventions
Representatives also promote pharmaceutical products at trade shows and conventions. They meet with other medical representatives to talk about product developments. At trade shows, representatives learn about new products they may sell to health care professionals. The firm's sales performance, sales goals and profits may also be discussed. rnrnSometimes health care professionals attend these conventions to learn about pharmaceutical products. The medical representative explains and demonstrates these products to physicians and general practitioners who attend.
Medical representatives do more than just sell. They analyze sales statistics and prepare sales reports. Representatives also file reports and expense accounts, schedule appointments, speak to clients on the phone and arrange travel plans. Other responsibilities include reading about new and existing pharmaceutical products and monitoring their competitorsâ?? sales, prices and products.
Working With a Technical Expert
Those who are new to the field or are unfamiliar with their product may work with a technical expert. The expert attends the medical representative's sales presentation to explain the product and answer any questions. In this situation, the medical representative's role is to make contact with the client, introduce the product and close the sale. rnrnAs a medical representative advances in her career, she may not need the assistance of a technical expert. She may feel comfortable explaining the companyâ??s products on her own.
2016 Salary Information for Wholesale and Manufacturing Sales Representatives
Wholesale and manufacturing sales representatives earned a median annual salary of $61,270 in 2016, according to the U.S. Bureau of Labor Statistics. On the low end, wholesale and manufacturing sales representatives earned a 25th percentile salary of $42,360, meaning 75 percent earned more than this amount. The 75th percentile salary is $89,010, meaning 25 percent earn more. In 2016, 1,813,500 people were employed in the U.S. as wholesale and manufacturing sales representatives.
- United States Department of Labor: Sales Representatives, Wholesale and Manufacturing
- All About Medical Sales: The Role of the Medical Representative
- U.S. Bureau of Labor Statistics: Occupational Outlook Handbook: Wholesale and Manufacturing Sales Representatives
- Career Trend: Wholesale and Manufacturing Sales Representatives
- Thinkstock Images/Stockbyte/Getty Images