Pharmaceutical Industry Sales Force Post-COVID-19


Bach Gibert, Valentí


The Sales Force is the engine that fuels the future growth in the hospital and the community pharmacy market of a pharmaceutical company. Pharmaceutical laboratories are interested in having a strong Sales Force through highly trained Sales Representatives who are usually the most visible and closest —and perhaps the only— outdoor manifestation that different healthcare professionals receive. However, the outbreak of the COVID-19 pandemic has restricted all face-to-face visits and has forced laboratories to seek alternatives online, and remotely, to continue to reach prescribers, pharmacists, and other healthcare professionals. The aim of this study is to evaluate how will be the Pharmaceutical Industry Sales Force in a Post-COVID-19 scenario. Through research, reports and contact with laboratories, the impact on the approach of the sales force will be investigated, as well as finding out the needs and opinion of health care professionals. The COVID-19 pandemic is expected to drive a revolution in a more online focused sales force adapted to the needs and requirements of healthcare professionals, forcing pharmaceutical laboratories to have a different and less face-to-face salesperson profile in a future Post-COVID-19 scenario.



Torrecilla Gumbau, Mònica


IQS SE - Undergraduate Program in Pharmacy