Research

After graduating from Western Michigan University, I have many plans for my future.  I anticipate that I will graduate with a degree in Sales and Marketing from the Haworth College of Business, with companies looking for me to work for them almost immediately after graduation. The field of choice for my work is something in pharmaceutical sales.  The field itself is changing from the traditional state of having doctors come to trade shows or conventions where they products are being displayed. Nowadays salesmen make calls to certain practices or hospitals and then come in and present their respective drugs to the head of the establishment.  A drug rep may work out of a home based office and a company car. They may be required to check in at a regional or local office. However, most of the rep’s time will be spent in their territory, or “in the field” meeting with physicians, or attempting to meet with them by visiting the physicians’ practices. Therefore, a potential rep should be very comfortable being in a car much of the day, traveling to anywhere from four to eight physicians’ offices daily. In addition to the daily physician visits, reps may be required to attend sales meetings, conference calls, or training sessions with the management team. Drug reps may also do lunchtime presentations at physicians’ offices, supplying lunch for the office staff and discussing the drug’s indications, side effects, features, and benefits. With the technology that we have at our disposal nowadays, sales reps can work from home and call in via Skype or some other sort of video chatting network. This can come in handy especially when the reps might be traveling for work and aren’t able to come into the office to discuss a certain problem or any other kind of question about their work.

A different aspect of the field is the sales of medical equipment, instead of just the medicine itself. Many companies nowadays focus on the selling of the equipment to hospitals, along with the medicine. According to an article written by Peter LoCascio about the transition from selling at hospitals themselves to selling directly to the representatives at a tradeshow or other sort of convention, he goes over many important facts about the new and emerging field of medical equipment sales. In order to find an article with information about this type of sales, I had to go into the Western Michigan University library database and search under the ProQuest database. I chose this article because the author is a verified employee in the field he is talking about, which gives him a good view on the specific topic. He first talks about how companies should focus on having multiple meetings within the company so they can talk about strategy. “The focus of the meeting should be directed at reaching pre-determined goals. Some objectives for salespeople include: 1. Generate solid sales leads. 2. Gather as much information about the prospect's requirements as possible. 3. Use management and technical support personnel to answer all questions completely and effectively and to project a feeling of commitment and dedication. At the end of each day, a post-show meeting should be held to implement any necessary changes” (LoCascio 1). He brings up the idea of making sure your strategy is sound before going into a meeting with a customer, which is pretty much common knowledge when it comes to anything business related. The fact that this article focuses on older techniques to help improve a business teaches us one thing, no matter what field you are in, the general business principles still apply. The best way to run a company is by treating your customers and employees well and staying organized. After reading this article and many others, I am very excited to become a part of this field and I really feel like Western Michigan University will help prepare me to be successful as a pharmaceutical salesman.

WORKS CITED:
LoCascio, Peter. “Bridging the Gap Between Trade Shows and Medical Instrumentation Sales.” Medical Marketing and Media 18 (2009): 1-3. Web. 14 Apr. 2014. http://search.proquest.com/pqrl/docview/228377978/CA7C28A685564549PQ/2?accountid=15099.