Selecting, Leading and Motivating Sales Representatives in the Essay

Selecting, Leading and Motivating Sales Representatives in the Pharmaceutical Industry - A USA and Canadian perspective - Essay Example They usually earn $40 – 120, 000 a year and have a lot of bonuses like full benefit packages, allowances, and insurance. Pharmaceutical sales representatives have helped boost the sales of the companies that employed them, thanks to their impressive marketing skills in dealing with product advertisement and client persuasion. They have been of great help in promoting a company’s line of pharmaceutical products. An example would be a woman named Anne Fields. She has greatly improved the sales of Schering-Plough Corp in her 19 years with the company. As Vice President in Schering-Plough Corp, she led their 1, 500-representative primary care force. She has also gained a lot of field force management experience, including the oversight of hospital sales organizations. She also has an extensive experience in the field of training and motivating the company’s sales forces. Ms. Fields launched Schering-Plough’s full respiratory line which includes Claritin ®, Clarinex ®, and Nasonex ®. Because of this background, she was gladly welcomed into MedPointe, Inc., a specialty pharmaceuti cal company in Somerset, New Jersey. Medpointe specializes in respiratory, allergy, cough and cold, central nervous system, and pediatric products and is backed by private equity investors like The Cypress Group. Medpointe will use Ms. Fields’ knowledge and skills on respiratory products marketing in promoting their line of products which includes Astelin ®, Optivar ®, and Felbatol ® (Unknown, 2003). Sales representatives taken in by pharmaceutical companies have a major target market and these are the doctors and medical trainees but it is doctors that get the general attention. It is doctors that need the added information in the latest breakthrough in the pharmaceutical industry and, thus, needing sales representatives to feed them the latest updates when it comes to drugs