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Most scientists have an inherent dislike and distrust of anything to do with marketing, advertising and sales. A good friend of mine (another Ph.D.) and I frequently joke about how the “less gifted and talented “students always migrated to careers in business as compared with we scientists. The mere mention of the word “sales” conjures up images of a smiling, glad-handing, salesman trying to sell cars at deceptively high prices. Like it or not, salespeople live or die simply on the amount of product they sell on a quarterly basis. That said, in today’s marketplace, it is easier to find a job in sales as compared with R&D.
Although there are similarities between traditional salespersons and pharmaceutical /biopharmaceutical sales representatives, i.e. they both have to sell as much as they can, the differences between these two types of salespeople are greater than you may think. First, unlike typical salespeople (where “on the fly”, high pressure, canned sales pitches are the norm), a pharmaceutical or biopharmaceutical sales rep must know his/her product(s) ‘backward and forward”. This is absolutely essential when a rep tries to convince a physician to buy his/her company’s product(s) as compared with competing brands. Price is always a consideration but safety and efficacy are much more important than price when selling drugs. Physicians are notoriously price insensitive–they typically treat their patients with drugs that they have experience with and have confidence in regardless of cost. Consequently, a well informed, scientifically-minded sales rep ought to be able to sell more product(s) to physicians as compared with one who is not. Second, “becoming informed” requires an enormous amount of education and training. The sales training offered by biopharmaceutical and pharmaceutical companies to their reps is intense and the competition to secure sales jobs is fierce. In the old days, the ideal sales reps were individuals with business backgrounds who had “some understanding” of scientific concepts. In stark contrast, today’s reps are typically undergraduate or graduate science
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