The field force is still the channel most pharma companies in the Gulf spend the most on: medical representatives who visit doctors and pharmacists, explain the product and bring back what they hear. These guides are for reps, for the people who want to become one and for the managers who train them.
Start with the medical representative guide: what the role is, what a day looks like, the requirements and how to get in. The training guide sets out a full program a manager can run, and the 30-60-90 day plan gives a new rep a first quarter with clear goals. The selling skills guides cover the call itself: structure and questions, objection handling, and the pharmacy counter. For managers, the leadership guides cover the first-line manager's job, field coaching on the ride-along, and targets and incentive plans. The HCP engagement and MSL guides, listed further down, show where the rep's work meets the digital channel and the medical team.
The Field Booklets series grew out of the same work: short, practical booklets a rep can read between calls. Booklet 1 is free.
Start here · the main guide
What a medical representative does day to day, the duties, requirements and skills, how to become one, the career path, how reps are measured, and what the compliance rules allow, with a Saudi angle.
Read the medical representative guide
The seven modules every pharmaceutical sales rep training program needs, a 12-week onboarding curriculum, ride-along coaching forms, compliance training for Saudi Arabia, and how to measure results.
October 27, 2026
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A 30-60-90 day plan for new medical reps and pharma sales interviews: goals, actions and measures for each phase, a fill-in template, clinic and OTC pharmacy examples, and mistakes to avoid.
October 27, 2026
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The selling skills a medical or pharmacy rep needs: the call structure from planning to commitment, SPIN questions, active listening, detailing within approved claims, closing and a 30-day practice plan.
October 30, 2026
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What objection handling is, the LAER method step by step, compliant answers to the ten objections pharma and OTC reps hear most, price objections in the pharmacy, and what you must never say.
October 30, 2026
Read ArticleHow OTC reps and pharmacy teams handle the counter moment: WWHAM and ASMETHOD, referral red flags, a short staff training session, ethical link-selling, promoters and the compliance limits on incentives.
October 30, 2026
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What a first-line pharma sales manager does: the move from top rep, hiring, territory and call plans, coaching, the first 90 days, star reps and underperformers, and leading a team in the GCC.
October 30, 2026
Read ArticleField coaching for pharma and OTC rep teams: the ride-along cycle, observing without taking over, feedback that changes behaviour, GROW coaching questions and a field coaching form.
October 30, 2026
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How to set fair rep targets and design a sales incentive plan for pharma and OTC teams: pay mix, measures, threshold, accelerator and cap, compliance, and a worked payout example.
October 30, 2026
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Check whether a customer list fits the field days: calls needed against capacity, coverage and reps needed.
Open the calculatorFree tool
Work out a rep's payout from weighted measures, a threshold, an accelerator and a cap, and see the plan's payout curve.
Open the calculatorFree field booklet
The first booklet of the series written for medical and pharmacy reps in Saudi Arabia, as a full PDF.
Read booklet 1Medical Science Liaison (MSL): What the Role Is, How It Differs From a Rep, and How to Become One
HCP Engagement Strategy: How Pharma Teams Reach Doctors Across Field, Digital and Events (2026)
SFDA Marketing Compliance in 2026: The Pre-Approval Checklist and Channel Rules for KSA Brand Teams