Health Products Sales Associate

The purpose of this part-qualification is to prepare a learner to operate as Health Products Sales Associate. The Health Products Sales Associate supports the Health Products Sales Representative and/or key accounts managers and/or Sales Managers in all sales and marketing activities. They are involved in identifying prospects, qualifying them, arranging introductions and meetings for Health Products Sales Representatives. The Health Products Sales Associate assists in maintaining current accounts and business expansion via marketing channels by employing various sales and marketing techniques such targeted emails and blasts calls, etc. A competent learner shall demonstrate among others the following attributes: honesty, integrity, punctuality, business acumen, self-motivated, responsibility, accountability, interpersonal relations, ethical behaviour, well organised, self-confidence, etc. A qualified learner will be able to: • Identify and qualify prospects. • Arrange introductions and meetings. • Promote health products to the public. • Service current accounts and expand business.

This part-qualification is for learners who have entered the area of health products sales representation. 'Health Products' include medicines, medical products, medical devices, scheduled substances and other health products and devices in accordance with the relevant current legislation. This area involves visiting and presenting information about health products to health care professionals with the purpose of generating sales through the dispensing prescribed and use of the products. Since medical doctors, veterinarians and pharmacists comprise the majority of potential clients. The industry requires well-trained individuals who can provide accurate product information to potential customers and adapt their communication styles to suit each individual customer's needs. The part-qualification is intended to produce credible, ethical and informed health products sales representatives who will be able to take specific product knowledge to the customer. The health products industry recognised a need to improve the marketing of health products in line with international trends and current legislation as well as industry codes. This need includes the provision of well-researched information on current and new products to the health care industry so that consumers can receive effective, safe, and high-quality health products. National legislation and associated regulations govern the sale and marketing of health products. A part-qualification for health products sales representation, which is recognised by the relevant bodies, and which enables the qualifying learner to provide a health sales service within a recommended scope of practice is therefore required. The health products industry and managed health care require health products sales representatives with a wide knowledge on the efficacy, safety, and cost effectiveness of the health products available and the ability to convey selected information to clients. The qualifying learner will have the ability to access and utilise research findings. With this part-qualification as a basis the qualifying learner can progress into marketing and/or sales management and/or specialisation in clinical research or other areas. This part-qualification will provide the basis for personal growth and development of entrepreneurial skills which will contribute to the attainment of the Millennium Development Goals (MDG) particularly in health care. Within the pharmaceutical and health sub-sector health products sales representation has been identified as a scarce skill. Addressing the related skills gap will enlarge the pool of skilled persons for development into managerial and executive positions within the health sub-sector. Marketing Code Authority and Health Products Association were consulted in the development of the part-qualification.

Recognition of Prior Learning (RPL): • Learners will gain access to the part-qualification through RPL for Access as provided for in the QCTO RPL Policy. RPL for access is conducted by accredited education institution, skills development provider or workplace accredited to offer that specific part-qualification/part qualification. • Learners who have acquired competencies of the modules of a qualification or part qualification will be credited for modules through RPL. RPL for access to the external integrated summative assessment: Accredited providers and approved workplaces must apply the internal assessment criteria specified in the related curriculum document to establish and confirm prior learning. Accredited providers and workplaces must confirm prior learning by issuing a statement of result. Entry Requirements: The minimum entry requirement for this part-qualification is: • NQF Level 4 qualification.

• Analyse global and local health products market information to track market trends and comply with legislation and industry codes.
• Apply product and other relevant knowledge in the sales process.
• Sell health products and services to achieve sales targets.
• Communicate assimilated information to the customer within the regulated health care environment.