What is pharmaceutical sales?
Sales representatives cover specific geographies and call on potential prescribers of the product(s) they cover. The prescribers they call on are identified by HCP marketing teams often in collaboration with market research and business analytics. Sales teams are typically the largest field based teams in terms of headcount and they visit the broadest set of healthcare providers.
In the United States, sales representatives are restricted to a limited set of proactive communications and almost completely limited to content within the approved regulatory label for the product. The master visual aid is a key piece of the sales rep toolkit. For unsolicited requests for off-label information reps may help facilitate medical information requests or work with their MSL counterpart to set up a medical meeting.
Sales reps can also leave behind copay cards and product samples that prescribers can give to their patients as appropriate.