Content :

Training for medical sales representatives – The situation today

Medical sales representatives must have a sound understanding of the characteristics of the products they promote, as well as their environment, in the broad sense. With this goal in mind, in addition to providing training for medical visitors when they first join the Group, newcomers receive ongoing training and undergo reviews to test their knowledge level.   

In France, the Public Health Code regulates promotional practices during pharmaceutical sales calls to physicians. 
In 2004, within the framework of the reform of the national health insurance scheme, the French Pharmaceutical Companies Association (LEEM) and the Economics Committee for Health Products (CEPS) signed the "Charter of Ethics for Pharmaceutical Sales Visits," which sets out and strengthens the role of pharmaceutical sales calls in the proper use of drugs and the quality of information provided to prescribing physicians. 

In 2006, the French National Authority for Health published guidelines concerning the certification of visits by medical sales representatives. The scope of this document covers the activity of pharmaceutical sales calls to physicians and specialists whose fees are reimbursed by the French healthcare system. The guidelines concern all pharmaceutical sales call activity, whether it involves an actual visit to the physician's office or contact by other means; it is applicable to all operating pharmaceutical companies that are signatories to a CEPS agreement.  Based on the "Charter for Pharmaceutical Sales Visits," it has been in force since November 2006. 

The quality approach undertaken by sanofi-aventis is currently being adapted in line with regulations. Thanks to widespread mobilization, sanofi-aventis was one of the first pharmaceutical companies to be recognized when, in February 2007, it received certification from AFAQ AFNOR (the French member of standards networking bodies at the European and international level). Certification indicates that the quality of our medical sales representatives' visits, which comply with standards of ethics and professional conduct, is officially recognized. This level of quality provides an additional reason for our customers to trust sanofi-aventis.  

• Consult the Charter for Pharmaceutical Sales Visits of the French Health Ministry (in French)
• Go to the AFNOR website (French standards association) (in French)