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Hikmat Leeds Kashmiri Muslim Professionals Association

Hikmat Leeds Kashmiri Muslim Professionals Association. “I Sell Drugs For A Living, Officer!”. For Hikmat By Mohammed Arif B.Sc.(Hons). What’s It All About?. The Job The formula to Medical Sales Success The Individual We know what we want, have you got what it takes? The Perks

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Hikmat Leeds Kashmiri Muslim Professionals Association

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  1. Hikmat Leeds Kashmiri Muslim Professionals Association

  2. “I Sell Drugs For A Living, Officer!” For Hikmat By Mohammed Arif B.Sc.(Hons)

  3. What’s It All About? • The Job • The formula to Medical Sales Success • The Individual • We know what we want, have you got what it takes? • The Perks • You too can be “A Suitable Boy” • Summary

  4. The Job

  5. Marketing Strategy The Rep Support The Product

  6. The Product • Unique Selling Point • Differentiation • Efficacy • Safety • Advantages • Cost • Local Guidelines • Clinician Support

  7. 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

  8. Support • Initial Training Course • Field Coaching (Manager/ Trainer) • Knowledge, Skills Workshops • Sales Generation Budgets • Clinical Meetings • Relationship Building • Medical Education/ Equipment Support

  9. 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

  10. The Individual

  11. 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

  12. Marketing Strategy The Rep Support The Product

  13. 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 £££££££££££ The Challenges & Rewards

  14. The Perks

  15. 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

  16. Summary

  17. 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???????????????

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