SAQA

All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.

SOUTH AFRICAN QUALIFICATIONS AUTHORITY

REGISTERED QUALIFICATION:

Occupational Certificate: Health Products Sales Representative

SAQA QUAL ID	QUALIFICATION TITLE
118735	Occupational Certificate: Health Products Sales Representative
ORIGINATOR
Development Quality Partner - CHIETA
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY			NQF SUB-FRAMEWORK
-			OQSF - Occupational Qualifications Sub-framework
QUALIFICATION TYPE	FIELD		SUBFIELD
Occupational Certificate	Field 09 - Health Sciences and Social Services		Curative Health
ABET BAND	MINIMUM CREDITS	PRE-2009 NQF LEVEL	NQF LEVEL	QUAL CLASS
Undefined	173	Not Applicable	NQF Level 05	Regular-ELOAC
REGISTRATION STATUS		SAQA DECISION NUMBER	REGISTRATION START DATE	REGISTRATION END DATE
Registered		EXCO 0522/24	2022-02-03	2025-12-31
LAST DATE FOR ENROLMENT		LAST DATE FOR ACHIEVEMENT
2026-12-31		2029-12-31

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.

This qualification does not replace any other qualification and is not replaced by any other qualification.

PURPOSE AND RATIONALE OF THE QUALIFICATION

Purpose:
The purpose of this qualification is to prepare a learner to operate as a Health Products Sales Representative.

A Health Products Sales Representative represents companies in selling and promoting health products. 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:

Investigate global and local sales, and marketing environment to achieve health products sales objectives.

Maintain and build customer databases and relationships.

Sell health products and services whilst complying with prevailing legislation.

Promote health products and educate customers.

Rationale:
This 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 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 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 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 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
qualification.

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING

Recognition of Prior Learning (RPL):

Learners will gain access to the 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 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 qualification is

NQF Level 4 qualification.

RECOGNISE PREVIOUS LEARNING?

QUALIFICATION RULES

This qualification is made up of compulsory Knowledge, Practical Skill and Work Experience Modules:

Knowledge Modules

243302-000-00-KM-01, Anatomy and Physiology, Level 5, 15 Credits.

243302-000-00-KM-02, Health Interventions, Level 5, 5 Credits.

243302-000-00-KM-03, Legal Requirements and Ethics in the Pharmaceutical Industry, Level 5, 4 Credits.

243302-000-00-KM-04, Ethical Codes of Practice relating to Health Products, Level 5, 1 Credit.

243302-000-00-KM-05, Marketing Health Products, Level 5, 4 Credits.

243302-000-00-KM-06, Sales of Health Products, Level 5, 5 Credits.

243302-000-00-KM-07, Interpersonal and Intrapersonal Relationships and Communication, Level 5, 5 Credits.

243302-000-00-KM-08, Events Planning and Presentation Skills, Level 5, 2 Credits.

Total number of credits for Knowledge Modules: 41

Practical Skill Modules

243302-000-00-PM-01, Define and Analyse Sales and Marketing Environment for Health Products, Level 5, 6 Credits.

243302-000-00-PM-02, Manage Customer Databases and Relationships, Level 5, 4 Credits.

243302-000-00-PM-03, Apply Product and Other Relevant Knowledge during Health Products Sales, Level 5, 14 Credits.

243302-000-00-PM-04, Sell Health Products to Achieve Targets, Level 5, 8 Credits.

243302-000-00-PM-05, Plan Events and Present Information on Health Products, Level 5, 4 Credits.

Total number of credits for Practical Skill Modules: 36

Work Experience Modules

243302-000-00-WM-01, Health Products Sales and Marketing Environment Analysis, Level 5, 4 Credits.

243302-000-00-WM-02, Customer Databases and Relationships Building and Maintenance, Level 5, 16 Credits.

243302-000-00-WM-03, Health Products Sales, Level 5, 60 Credits.

243302-000-00-WM-04, Events and Presentations, Level 5, 6 Credits.

243302-000-00-WM-05, Induction and Company Policy Procedures and Product Specific Training, Level 5, 10 Credits.

Total number of credits for Work Experience Modules: 96

EXIT LEVEL OUTCOMES

1. Investigate global and local health products market information to track market trends and comply with legislation and industry codes.
2. Monitor and maintain customer data base and business relationships.
3. Apply product and other relevant knowledge in the sales process.
4. Sell health products and services to achieve sales targets.
5. Communicate assimilated information to the customer within the regulated health care environment.

ASSOCIATED ASSESSMENT CRITERIA

Associated Assessment Criteria for Exit Level Outcome 1:

Describe a managed health care in South Africa in terms of the health care environment and funding approach.

Apply industry legislation and/or codes.

Identify and implemented ethical principles.

Identify, access, analyse, evaluate and compare market data through appropriate tools to track market trends.

Analyse and implement sales and pricing strategies in decision making process.

Apply the principles of pharmaco-economics to clinical trial outcomes to demonstrate cost-effectiveness of health products to the customer.

Analyse and use competitor information to device marketing and pricing strategy.

Associated Assessment Criteria for Exit Level Outcome 2:

Develop and implement data analysis territory management plans based on market.

Monitor and adjust territory management plans implementation to maintain achievement of targets.

Identify, adapt, establish, and maintain own and customer's interactive styles in accordance with social protocols for effective business relationships.

Identify, evaluate, and apply effective time management principles.

Associated Assessment Criteria for Exit Level Outcome 3:

Apply anatomy, physiology and pathophysiology in the sales process.

Contextualise and apply principles of pharmacology and pharmaceutics in relation to health products information.

Identify, evaluate, and utilise internal and external resources to achieve a competitive advantage.

Interpret and utilise clinical trials to achieve a competitive advantage.

Associated Assessment Criteria for Exit Level Outcome 4:

Apply ethical principles to identify and solve problems in the related interactions with clients.

Apply code of conduct and ethics during interaction with customers and during sales activities.

Identify and apply selling skills appropriate to a given situation during client/customer interactions.

Apply principles of effective communication through the successful achievement of a sales visit objective.
Associated Assessment Criteria for Exit Level Outcome 5:

Plan, develop and deliver presentations appropriate to the context and event.

Plan, organise and execute an event is according to social protocol 's applicable codes and legislation.

Apply environmentally sustainable practices during organised events.

Integrated assessment:
Integrated Formative Assessment
The skills development provider will use the curriculum to guide them on the stipulated internal assessment criteria and weighting. They will also apply the scope of practical skills and applied knowledge as stipulated by the internal assessment criteria. This formative assessment together with work experience leads to entrance in the integrated external summative assessment.

Integrated Summative Assessment
An external integrated summative assessment, conducted through the relevant QCTO Assessment Quality Partner is required for the issuing of this qualification. The external integrated summative assessment will focus on the exit level outcomes and associated assessment criteria.

The assessment will be conducted through written assessment and the evaluation of practical tasks at decentralised approved assessment sites by a panel of assessors evaluated by assessor(s) registered with the AQP within a period of 1 day.

INTERNATIONAL COMPARABILITY

In recognition of the reality of globalisation of the pharmaceutical industry - from a wide geographical sweep - the following countries have been identified as representative of the developed and developing worlds

India.
The Indian Institute of Pharmaceutical Marketing is an institutional member of the Indian Pharmaceutical Association. It has been set up with a view to serve the demand of trained marketing personnel/ executives in this sector of the corporate world. It offers a programme in Pharmaceutical Marketing Management which cover the following: Pharmaceutical Marketing Management; Pharma Selling; Anatomy Physiology and Pharmacology; Pharma Product Management; Pharma Distribution Management; Customer Behaviour; Advertising; Pharmaceutical Marketing Communication; Market Research; Drug Laws; Economics; Manufacturing Practices in Pharmaceutical Industry; Quality Control Management; Production Planning; Fundamentals of Management and Practical Training and Case Studies and Introduction to Information Technology.

United Kingdom
The Association of the British Pharmaceutical Industry (ABPI) is the trade association representing manufacturers of prescription medicines. The Code has been regularly revised since its inception in 1958 and is drawn up in consultation with the British Medical Association, the Royal Pharmaceutical Society of Great Britain, the Royal College of Nursing and the Medicines and Healthcare Products Regulatory Agency of the Department of Health. The Code is accepted by global pharmaceutical companies.

The Generic Sales Representatives Examination is appropriate for and must be taken by representatives who promote medicines primarily based on price, quality and availability. The ABPI examinations for medical representatives and generic sales representatives are based on a syllabus published by the ABPI which covers appropriate subjects such as body systems, disease processes, pharmacology, the classification of medicines and pharmaceutical technology. Information on the National Health Service and pharmaceutical industry forms an additional core part of the syllabus.

The syllabus is complementary to and may be incorporated within the company's induction training which is provided to representatives as a pre-requisite to carrying out their function. The syllabus, which compares well with the qualification, includes: The industry and the Code of Practice; The human body, pathology and pharmacology; Body systems; Cardiovascular; Respiratory; Central nervous system; Digestive; Musculo-skeletal; Endocrine; Urinary; Reproduction; Skin; Special senses.

Furthermore, candidates must select 3 subjects from the following list of topics: Arthritis and bone disease; Pharmacology; Oncology; Hypertension and Coronary Artery Disease; Dyslipidaemia; Respiratory diseases; Immunology; Alzheimer's and Parkinson's disease; Depressive illness and schizophrenia; Gastro-duodenal diseases; Osteoporosis; Diabetes; Female reproductive health; Male reproductive health; Dermatology.

Conclusion
The Occupational Certificate: Health Products Sales Representative compares favourably with both professional programmes from the two countries cited above in terms of structure, competencies, covers the same content and are aimed at similar professional level.

ARTICULATION OPTIONS

This qualification provides opportunities for horizontal and vertical articulation options.

Horizontal Articulation:

National Diploma: Marketing Research, NQF Level 5.

Vertical Articulation:

Diploma: Marketing, NQF Level 6.

NOTES

Qualifying for External Assessment
To qualify for an external assessment, learners must provide proof of completion of all required modules by means of a statement of results and statement of work experience as well as proof of successful completion of the following subjects and modules or alternative programmes where applicable.

Additional Legal or Physical Entry Requirements

None

Criteria for the Accreditation of Providers
Accreditation of providers will be done against the criteria as reflected in the relevant curriculum on the QCTO website.

The curriculum title and code are Health Products Sales Representative: 243302-000-00-00.

Encompassed Trades
This qualification encompasses the following trades as recorded on the NLRD:
This is not a trade qualification

Related Part- Qualifications:

Occupational Certificate: Health Products Marketing Associate, NQF Level 5.

Occupational Certificate: Health Products Information Officer, NQF Level 5.

Occupational Certificate: Health Products Sales Associate, NQF Level 5.

Assessment Quality Partner (AQP)
Chemical Industries Education & Training Authority (CHIETA)

LEARNING PROGRAMMES RECORDED AGAINST THIS QUALIFICATION

None

LEARNING PROGRAMMES RECORDED AGAINST THIS QUALIFICATION:

NONE

PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS QUALIFICATION:

This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.

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