Requirements for medical sales representatives and features of their education in modern Germany

- Білоусова, Наталя Анатоліївна (orcid.org/0000-0001-6732-426X) (2017) Requirements for medical sales representatives and features of their education in modern Germany Науковий вісник інституту професійно-технічної освіти НАПН України, 14. pp. 146-152. ISSN 2223-5752

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Abstract

The requirements, which are put forward on the German labor market to medical sales representatives, are analyzed and summarized. Among them: higher education (medical, dental, pharmaceutical, veterinary); the formation of social skills (communication, negotiation, oratory, teamwork, computer programs); the motivation of the candidate to professionally inform practitioners about medicines and sales of medicines to patients. The author focuses on the necessity of constantly increasing the competence of medical sales representatives regarding the ability to use digital technologies, which are now included in the list of corporate values in most corporations. It was revealed that medical sales representatives are specialists with higher medical education, whose vocational training is carried out in higher educational establishments, in pharmaceutical companies and associations on specially developed educational programs. Their development involves employers and associations of doctors and pharmacists. It is established that the peculiarities of professional training of medical sales representatives in Germany are: recognition of this vocational at the legislative level; the direct involvement of the Associations and Pharmaceutical Corporations in the development of the regulatory framework and documentation, the curricula of individual disciplines, the organization of internships in successful pharmaceutical companies, training and testing, monitoring of safety and compliance with safe conditions for work. The article notes that there is a shortage of medical sales representatives in the German labor market. Every year, certain measures are taken to improve the quality of their training. Research is being directed at solving this problem. The WHO pays a lot of attention to the problem of training medical representatives in higher education institutions, directly in pharmaceutical companies and Associations.

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