Carrer portfolio Sales

SALES are undergoing something of a revolution as

pharmaceutical industry reacts to a multitude of
challenges like
waning pipelines
generic erosion
regulatory restriction
new technologies
All these changed the pharmaceutical sales scenario
 Elementary Skills
Required
• Effective communicator
• Ability Displaying and Reading
Emotion
• Building Relationships with
costumers and consumers
• Self-Directed Learning
• Take Charge of Your Skill Set
• Self-Assessment
•  Active listening
• Time management
• flexible and strategic vision to innovate marketing
practices to meet both global and local needs
• To cope up with the changing scenario
• Able to handle the pressure of meeting
productivity goals and deadlines.
• Ability to operate strategically
• Travelling to working across different regions
• Ability to memorize vast amounts of medical
terminology and detailed information about
the medication they represent
Carrer Plans for Sales
• Medical sales rep
• Specialty medical Sales Rep
• Area sales manager/District sales
manager
• Regional sales manager/ Zonal
salses manager
• National sales manager /Senior
sales manager
 Selection Pattern for
Pharmaceutical Sales
• Short listing (GD or written exam)
• Interview
• Final interview
– Frequently asked questions
1.Tell me something about your self?
2. What do you consider to be the most
important requirements for this job?
3. What do you consider the most
challenging aspect of a pharmaceutical
sales job?
4. How do you research a product?
5. Give me an example of when you managed to
get a physician to switch to your product.?
6. How have you planned and prioritized your
call schedule for your current territory?
7. Tell me about a time you lost the business. How
did you handle the situation?
8. Tell me about a situation where you had to
adjust your approach to meet new
circumstances?
9. What are the pros and cons of working at a
small pharmaceutical company versus one
of the biggies?
10. How many sales calls are you required to
make each day?
For higher rank sales position
• By promoting step by step
• Pharmaceutical industry take management
students from campus placement
 Success Determinantes
• Target complision or achiving Goals
• Building relation with costumer
• Building relation with subordinate
and co workers
• Reguler knowledge upgrade
• Time optimization and resource
management
• Last but importent have patience
 Salary and Perks
In pharmaceutical sales salary based on
performance and experience
It include
• Basic salary
• Travel allowence and daily expences
• Incentive and rewards
If your Performence has no limit your
salary also dont have limits in
pharmaceutical sales
Performance Evaluation Pattern
 Performance Evaluation
Pattern
• Genrally performance evaluate on slaes
figure in sales
Some appraisal form are:
• Peer form
• Self appraisal form
• Customer/Other department appraisal
form
• Superior appraisal form
• Subordinate appraisal form.
 Performance Appraisal Criteria

1. Appraisal criteria of top management

• Extent of achievement of organizational goals.
• Degree of organizational growth and expansion.
• Profitability and return on capital employed.
2. Appraisal criteria of middle managers
• Optimal use of resources.
• Performance of the departments or teams
• Co-ordination with other departments
• The communication with superiors and
subordinates.
• Costs Vs. revenues for a given period of time.
3. Appraisal criteria of front line
• Quantity of actual output against the targets.
• Quality of output against the targets.
• Number of accidents in a given period.
• Rate of employee absenteeism.
 Month of Carrer Opening
It depends on vacant seat available in
particular company or for a
particular position
ANUJ KHANDELWAL
PGDPM