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Graduate Academy

Why a Sales role within the Pharmaceutical or Life Sciences industry is a great career option.

You may have Graduated recently and be looking to establish a career, or have Graduated a few years ago and are now looking for a different career direction that will utilise the commercial experience you have gained and provide you with future opportunities.

With either background, Medical Sales could be right for you.

The main misconception about getting into Medical Sales is that you need a Science based degree. CHASE has placed candidates with a variety of different disciplines. So whatever your academic background read on to find out whether Medical Sales is the right career choice for you.

Application Form

Graduates Types

We recognise that as the NHS becomes more cost conscious, there is an appetite for a more commercial skill set to be utilised within the UK Pharmaceutical Sales industry.

Therefore through our Graduate Academy, CHASE supports both new Graduates and experienced Graduates already working in commercial positions in other industries, to enter the Pharmaceutical and Life Sciences industries for the first time.

This gives our client's teams a wider and more commercial skill–set vs. their competitors, and provides our candidates unique opportunities to move into a new and exciting field.

Getting into Medical Sales

CHASE has supported Graduates and those new to the Pharmaceutical and Life Science industries since our inception in 1998.

The unique CHASE Graduate Academy was formed in 2004 to provide our clients with the UK's best and brightest Graduate talent – the leaders and commercial professionals of tomorrow.

For anyone looking to secure a position in a new industry the prospect of application forms, interviews and assessment centres can be a daunting experience.
With this in mind CHASE set up a specific framework to guide Graduates through this process to give them a competitive advantage through the recruitment process for medical sales and other commercial roles in the Pharmaceutical and Life Science Industries.

We provide guidance on CVs, interviewing skills and assessment centres. The programme has been tailored to fit the needs of graduates to help them identify their transferable skills and give guidance on interview and assessment preparation.

The service provided by CHASE gives Graduates a superb introduction and grounding into a highly competitive and exciting industry.

We therefore take a great deal of time to nurture and develop Graduate talent, to the point where they regularly secure positions ahead of more experienced sales professionals.

Consequently we have many fantastic success stories of CHASE Graduates progressing from entry level sales positions through to Senior Management and Director level positions across the Globe. These success stories make our role at CHASE very worthwhile!

The CHASE Graduate team take time to visit the UK’s Universities to seek out, inform and convince Graduates to seek out a career within the Pharmaceutical or Life Science industries.

Points to consider before applying

Can you work independently?

Medical Sales Representatives are based from home and make appointments to see healthcare professionals. These customers might be GP's, Nurses, Pharmacists, Practice Managers and Nursing Homes.

Are you self-motivated?

The customers you need to call on are constrained by both time and budget. This can mean it is often difficult to get a GP to see you. You need to have the persistence to pursue the appointment without being disrespectful to your customer.

Planning and Prioritise

The role of a Medical Sales Representative requires you to plan your territory effectively. You need to have the ability to communicate on all levels. A Medical Sales Representative communicates to both internal and external customers. There is a broad range of people you need to interact with as a Medical Sales Representative so you need to be friendly, courteous and above all professional.

Goal Orientated

As the title suggests, this role is about selling. A Medical Sales Representative needs to be motivated by achieving short, medium and long terms goals. Typically, a Pharmaceutical/Healthcare Company will set weekly, monthly, quarterly and yearly targets. Those Medical Sales Representatives who successfully meet and exceed those targets are financially rewarded for their efforts.

The Pharmaceutical & Healthcare industry is one of the world's most visionary industries and some of the most significant discoveries in medicine originated here in the UK. The success of modern medicines has helped to combat the impact of disease and infection throughout the world. In order to further improve our quality of life the pharmaceutical industry is constantly developing new and improved medicines with which to treat existing and newly discovered illnesses.

The Pharmaceutical industry is governed by a professional body with stringent regulations and it strives to employ high–calibre candidates who will adhere to these rules and are advocates for their company.

Graduate Chat room Transcripts

Administrator: Ok it is just about 11am, welcome everyone to the CHASE Medical Sales Chat room which starts now and finishes at 1pm. Feel free to post up your questions to be answered by our recruiter have fun!

Candidate: Hi I was just wondering how many jobs are available. And if there is a certain time that I should apply?

CHASE Medical Sales Recruiter: As a provider of both permanent and contract roles, we do not have a fixed amount. We continue to resource graduates throughout the year. We therefore also continue to get a number of jobs on throughout the year.

Candidate: What degree do I need to get into Medical Sales?

CHASE Medical Sales Recruiter: Ideally, – Life Science / Sports Science/ Chemistry / Business / Marketing / Psychology / Physiotherapy / Pharmacology or similar. What is really important is a real passion for the role, drive for results and ambition. So I will also look at other degrees if you can also demonstrate the attributes mentioned.

Candidate: Hi there, I noticed you mentioned a few personal qualities there, like passion and a drive for ambition. Are there any other personal qualities that you look for?

CHASE Medical Sales Recruiter: Good question! – The candidates we have placed have met the following criteria:
They are enthusiastic, passionate about the role and have done at least one full day shadowing or spoken extensively to experienced medical sales representatives. Successful candidates are typically flexible to relocate to get into the industry.

They have also demonstrated self-motivation, drive for results, budding leadership and excellent interpersonal skills.

You need to stand out from the crowd, so if your biggest and only achievement in life is completing your degree or getting your driving licence, this probably is not the role for you.

The industry is highly competitive and for good reason. It is professional and governed by a code of conduct. There is opportunity to develop and progress. You get to work for global blue chip organisations with products that affect the daily lives of people.

Personal qualities and qualifications

Candidate:You also mentioned it is highly competitive, does that mean that it is essential to have had some sales experience or can you be selected on the merits of your personal qualities and qualifications?

CHASE Medical Sales Recruiter: You do not need sales – but to demonstrate transferable skills. So you may have sporting achievements, raised money for charity or been a part of university activity outside academia.

Candidate: I am impressed with the salary and the benefits, but I was wondering what the day to day activities of a medical sales rep involve?

CHASE Medical Sales Recruiter:

But basically the role involves seeing healthcare professionals (GPs / Nurses / Hospital Drs) and highlights the benefits and indications of your product.

There is so much more to the role - but I can not type that fast!! – Check out the website for more detail.

Candidate: And following on from the last question about the day to day activities, what are the typical hours of work for a medical sales rep?

CHASE Medical Sales Recruiter: When you first join the industry as a medical rep - you are on a steep learning curve, so your day will start around 8am / 8.30am and finish around 6pm. Once you have developed in the role you will learn to be more efficient with your time. You are based from home and go out to call on the healthcare professionals. You may do evening meetings.

Candidate: I am very keen to become a medical sales rep, could you please tell me what a typical day consists of and what are the biggest challenges? Many Thanks!

CHASE Medical Sales Recruiter: I am glad you are keen to become a Medical Sales Rep. The best way to find out is to shadow a medical sales representative. This is to ensure you have clear picture of what is involved and whether or not this truly is the role for you.

You will need to arrange your own shadowing; this will demonstrate your persuasion skills. Start networking your family and friends; somebody may know somebody who knows a medical rep. If that does not get you a contact, then go down to your locals GP surgeries and pharmacists and ask for business cards.

Call the medical representative directly and ask if you can meet up with them. As they do not know you I recommend you meet for coffee first of all. Go armed with some questions and find out as much as you can. At that point you can ask if they will take you out. If they are unable to, go back to another business card and keep trying.

About The Medical Sales Role

Candidate: Would we be required to build up and expand our own client base? Or is that side handled by the employer?

CHASE Medical Sales Recruiter: The pharmaceutical organisation will have a list of all the Doctors in your area. You usually get around 250 GPs to manage. From this group you will need to identify who would most likely prescribe your product. There may be Asthma specialist or Weight Management Clinics who would be of interest to you for example. (Depending on what your product is) Also your team will have information that will be useful to you. Your job will be to spot and develop opportunities.

Candidate: So it sounds like there is quite a high level of independence and your success is determined by the judgements you make relating to clients and products, is that right?

CHASE Medical Sales Recruiter: In medical sales, yes you need to be able to work autonomously. There is a great deal of support and training so do not let this scare you off. However, it is truly important that you are self-motivated.

There may be days when things do not go to plan and you need to be able to bounce back from this. Your clients are Healthcare professionals (GPs / Nurses / Hospital Doctors) so they are interested in finding out what products can best help their patients.

However the NHS is restricted by both time and budget – so you need to be creative in how you approach getting time with them.

Candidate: what kind of training is offered?

CHASE Medical Sales Recruiter: Great question! The pharmaceutical and healthcare industry offers some of the most comprehensive training. When you first start in medical sales, you initial training course lasts for between 6 to 12 weeks. It is a combination of theory and practical application. So you will hit the books to learn about products, then you will go out into the field and shadow with an experienced colleague to see them at work. Your training then continues throughout your career

Candidate: What does the training consist of at CHASE and what skills am I expected to obtain. Also how long is it for?

CHASE Medical Sales Recruiter: The training is directly with the pharmaceutical company. My job is to get you a job with them. The advantage of working with CHASE is the guidance and support we give you through the interview and assessment process. We have direct contact with the recruiting managers and HR departments.

Interview Process

Candidate: Will it be a vigorous interview process with a standard telephone interview and assessment centre?

CHASE Medical Sales Recruiter: To apply to CHASE you need to fill out the on line application form from our website.

The minimum criteria are the right to work in the UK, a full UK driving licence and a degree ideally 2:2 or above.

If you are successful then you will be contacted for an initial telephone screen. Graduates are expected to have work shadowed for a least a day or at least spoken to an experienced Medical Sales Representative to gain a realistic insight about the role.

If you pass the initial telephone screen them you will be invited to interview with CHASE. The interview venues are Gatwick, Luton, Leeds and Edinburgh. Once you are signed up with CHASE then we will present you with opportunities.

You will then need to go to a first interview with a Pharmaceutical Sales or Healthcare Sales Manager if you are successful from that point, you will need to attend an assessment centre or final interview. If you pass this stage you will be offered a job!

Candidate: On a rough scale, how long on average does it take for a graduate to become an established and effective Medical Sales Representative. Also what is the next stage up the progression ladder?

CHASE Medical Sales Recruiter: It will take you between 6–12 months to become fully confident in Medical Sales, there are a lot of learning curves – but a great sense of satisfaction.

Candidate: What is the format of the above mentioned assessment centre?

CHASE Medical Sales Recruiter: There are slight variations for each company – but basically you will need to do a presentation, role play, and competency based interview and group exercise. The great thing about working with CHASE is that we will help you prepare for that.

Candidate: Does the time it takes to become a fully qualified Medical Sales Representative depend on how good you are at the job, or does it simply vary depending on the company you work for?

CHASE Medical Sales Recruiter: It depends on you! And how quickly you take to the job. As I mentioned the learning curves within Medical Sales are steep (as with any role). I would allow yourself a good 12 months to get fully familiar with the role. Your company will be supporting and developing throughout this time. This is an indication not a definite.

Candidate: Are there any wider support networks at CHASE– social clubs or networking societies?

CHASE Medical Sales Recruiter: CHASE are a recruitment agency so we do not have any associated networking contacts. My best advice it to go through your University Alumni – get in touch with people who have established their career and get their stories. You can follow us on Twitter.

Career Opportunities

Candidate: Is there much opportunity for progression within the company if for example I got the job? Or would I be likely to stay in the same role for a long time?

If so what sort of timescale would you put on career progression?

CHASE Medical Sales Recruiter: It all depends on the company you join and how well you do! – These are blue chips so there should be opportunity for you to go into training, management or marketing.

There are other roles or projects specific to each company that you may also get involved in.

Remember that these companies take on graduates as their future talent pool – they want you to progress and develop. You will need to stay in the medical sales role for at least 12 months to 18 months to prove yourself to the company.

Within a 10 year period there is no reason why you could not be director of a company or in senior management role. After about 18 months you can look to Pharmaceutical marketing or training roles. I would say that first line management may take a couple of years – depending on you and the company.

It is difficult for me to judge as it is really down to you and the opportunities within your organisation

Candidate: So how will your career progression be assessed and rewarded, will you have to meet targets on a daily basis?

CHASE Medical Sales Recruiter: Most companies will reward you with achievement schemes and bonus. During your career in medical sales you will demonstrate certain skills and those will be further developed. You do need to meet targets (usually weekly) In my experience they are realistic and you are supported by your manager / team on how to achieve them

Candidate: What are the real benefits of going through CHASE?

CHASE Medical Sales Recruiter: The advantage of working with CHASE is the guidance and support we give you through the medical sales interview and assessment process. We have direct contact with the recruiting managers and HR departments and therefore direct access to a large number of opportunities in a national basis.

Have a look at our graduate testimonials on the CHASE website; they also give some good advice for graduates looking to get into the medical sales industry.

Candidate: I was just wondering since you have mentioned on several occasions about a valid driving licence, personally I have a Psychology degree (2:1) and experience working for a well-respected charity as well as some sales experience. I do not have a driving licence however, would my application still be considered?

CHASE Medical Sales Recruiter: Your background looks good; however the medical sales role means you need to drive out to see the healthcare professionals so you need to have a driving licence to do it. We recruit all year round to once you have your licence please feel free to apply on line. We do also have some head office roles for graduates, so a driving licence would not be essential for these roles.

Candidate: What is the average ratio of men to women in this profession?

CHASE Medical Sales Recruiter: This industry is not dominated by either sex – which is great for both sides

Candidate: On a scale of 1–10 how competitive is the world of medical sales? Is your competition likely to vary depending on where you are situated?

CHASE Medical Sales Recruiter: No scale – medical sales is just competitive! I think that most graduate roles are whatever the industry. There are many variables when securing a graduate role. I think what is important is to know that this is what you want to do. If you are motivated then you can overcome hurdles.

I would highly recommend shadowing a medical representative to really see if medical sales is the career for you. Geographical location can have an influence. Again, flexibility is important.

Candidate: What is the average starting salary for a medical sales representative?

CHASE Medical Sales Recruiter: Basic salary for a graduate medical sales representative will be between £21k and £28K. Your package can typically include a car / mobile phone / lunch allowance (approx. £1,500 pa) / healthcare / pension / bonus. Some companies will also give you share options.

Work Shadowing

Candidate: What is the general philosophy of a medical sales representative? Is it a hard sell industry or do they aim to form a long term relationship? How important is it to get the one off sale 1st time or possible long term repeat business. Personally I aim for a win–win situation!!

CHASE Medical Sales Recruiter: It is not a hard sell – more about relationship building. You do need to be persistent and creative. The aim is for long term relationships with the healthcare professional and to develop trust.
The GP is dealing with the health of his or her patient. They are also governed by budgets, something to factor in. A win–win situation is a good attitude to adopt.

Candidate: What type of geographic location or distance is a medical sales representative likely to cover in terms of radius miles or counties?

CHASE Medical Sales Recruiter: It depends on where in the UK you are based. If you are managing a densely populated area e.g. East London – then you will have a large number of GP practices within a short distance of each other. If however you worked in East Anglia, which is more rural, then you need to cover more miles. Most medical sales representatives manage around 250 GPs.

It is important to have shadowed a medical sales representative to gain insight into the role and confirm that this is where you wish to take your career. You still need to meet the minimum criteria of (ideally) 2:2 or above / Driving Licence for field based roles / right to work in the UK.

Candidate: Are there any potential international opportunities – placements or full relocation?

CHASE Medical Sales Recruiter: We do not do placements. International opportunities would come once you have joined the company. Relocation allowance, it depends on the company.

Candidate: If a candidate wanted to relocate to another region or area of the UK does CHASE or the company consider help with relocating. Would it help your chances of securing a Medical Sales role if one was flexible on where they would like to work?

CHASE Medical Sales Recruiter: Some companies will help with relocation. The more flexible you are to relocate the more opportunities are open to you.

Administrator: Hi everyone, that is just about time up now, thanks so much for all your questions

What is a Competency Based Interview (CBI)

Competency based interviews are based on the premise that past behaviour is the best predictor of future behaviour.

Interviewers seek to obtain information about candidates past behaviour in certain situations. Competency based interviews are structured, with questions that relate directly to the essential criteria/ competencies required for the post.

What examples should I use?

Ideally choose examples within the last 12 to 18 months to keep them relevant. If you feel there is a better example from previous experience then explain to your interviewer you would prefer to use that example.

What questions will I be asked?

It is likely that the question will start with something like

  • Describe a situation when you...
  • Give an example of a time when you...

It is impossible to guess exact questions, the best way is to fully prepare yourself by knowing the competencies for the Medical Sales role you are going for and have two or three examples for each one.

Before and during your interview

First impressions count – arrive at the venue around 15 minutes early and report to reception. This time will give you long enough to compose yourself, but not too long to over analyse your impending interview.

How you present yourself will impact your confidence levels during the interview. If you feel good about how professional you look you will feel more positive about being in an interview

You are going for a position that means you will be representing a blue chip organisation in a customer facing Medical Sales Representative role, so be smart in appearance. Make sure you are in corporate business dress code and keep on the conservative side (no comedy ties or socks!)

Introduce yourself to the interviewer's confidently with a firm, professional handshake (no bone crushers or limp, damp efforts)

During the interview maintain eye contact, sit forward and look interested. Smile, engage your interviewer, again you will find this will make the interview flow. If there is more than one person ensure to include all those present.

It is perfectly acceptable to ask the interviewer to repeat or clarify the question, check your understanding so you know you are giving the correct example of the competency the interviewer is looking for.

Once the interview has finished the interviewer will usually ask if you have any questions. It is best to have a few set questions prepared. Not so many that you grill your interviewer!

Close the interview by thanking the interviewer for their time, reiterate your interest in the Medical Sales job and ask when you will hear about the next stage should you be successful.

Post interview

Once you have left the interview it is advisable to make a note of what went well, some of the questions that where asked and what you might do differently.

This will aid if you have a second interview or for preparation for another interview.

How to prepare for a Competency Based Interview (CBI)

Once you have an idea of the competencies, list them and write down 2 or 3 different examples for each one.

Using a S.T.A.R.L format for each example

Situation – paint a picture of the event – enough information so the interviewer understands what you are describing – not so much the interviewer’s eyes glaze over with boredom

Task – What you identified needed to be done about the situation, the thought process and what decision you came to about how to manage the situation.

Action – What you did about it – if it is a team work example – explain what part you played within the team. If it was an initiative you took to your manager to be implemented, talk around how you persuaded your manager to drive the idea forward.

Result – The outcome of your actions/what happened

Learnt – What you learnt from this experience (what you liked about your decision/what you might do differently)

It is tempting to go off on a tangent as other ideas come to mind – it is important to stick to the point and answer the question specifically. If you have other information you want to offer to the interviewer you can take the opportunity at the end of the interview to discuss those points.

Before the interview – checklist

  • Have you done your research on the company and the role?
  • Do you have the interview invitation – this will show you who will be interviewing you?
  • Do you have a map of how to get to the venue and a route planner?
  • Have you checked the traffic reports to see if there might be delays?
  • Do you have your brag file with your CV and requested documents, originals and photocopies (Driving Licence Counterpart/Degree Certificate/Passport)?
  • Is your suit presentable?

Your Brag File

A brag file is made up of physical evidence of success to support what you say about yourself at interview.

A hard backed display folder can be used to present your documentation and keeps it protected. Avoid using a ring binder as it is not as professional. There isn't an exact formula to arranging your file but it does need to be in an order that makes it easy to access the relevant information whilst being interviewed.

It is good to take copies of your documents to hand to the interviewing manager if necessary and additional copies should anyone else be attending the interview. If you feel there is confidential information, such as an email address, then use a black marker to hide it.

Suggested format:

Admin section

  • CV – plus 4 copies
  • Degree certificate – plus 4 copies
  • Paper part of your driving licence – plus 4 copies
  • Shadowing report – plus 4 copies
  • Written reference from a recent employer and/or your course Tutor – plus 4 copies

You can then section your brag file in competency order for example, Team Work, Drive for results.

You may want to use Duke of Edinburgh Awards, an article about you (maybe raising money for charity for example),Sales figures or commendation emails from your manager or customers from any roles you have done recently (or currently). Sporting Achievements, Community involvement, Academic excellence certificates are all credible and relevant examples of success that would demonstrate transferable skills for the role of a Medical Sales Representative.


A Medical Sales Representative's role is to sell products in order to increase their company's sales.

This is achieved by changing the prescribing habits of GP's, selling on the benefits of the product for the relevant patient group. Medical Sales Representatives are assigned to work in 'territories'; the territory is broken down by post codes known as 'Bricks'. Targeted GP's are selected based upon prescribing habits and specialist clinical interest. Your job is to sell to this selected group of healthcare professionals.

Medical Sales Representatives need to be resilient and persistent, as a great deal of effort is required to see a GP if a relationship has not already been established. Being effective in the Medical Sales role means standing out from other representatives and giving the receptionist reason to let you come back to see a GP.

Each Medical Centre may have a policy as to when medical sales representatives have access to their Clinicians and Nurses, it is important to discover this information and take appropriate action. This may be before, during or after surgery either via appointment, on spec or lunchtime/breakfast meetings. Often decisions must be made as to whether to wait to see one GP in a certain surgery or to go on to see another GP and then come back. In such cases, having a back-up plan and structure to your day is a way of utilising your time effectively.

Key Customers

Other surgeries see on an appointment basis. Although appointments are generally kept, some can be booked up to a year in advance and so it is wise to always check that appointments are still okay before arriving at a surgery. GP's are extremely busy people and it is necessary to respect this.

It is good to understand that the receptionists, also known as 'gatekeepers', are a vital part of relationship building. The receptionist manage a Doctors time so developing an empathetic relationship is essential; otherwise you may create an unnecessary barrier to the GP's in that surgery.

The medical sales representative needs to set an agenda for the call before going in to see a GP. Then by asking open/probing questions, the needs of the GP can be uncovered in relation to how best the particular product can benefit the patient. Thereby selling the product effectively. At this stage promotional literature will be left with the GP.

The full sales story is a concept sell and as such the role of a medical representative is to change prescribing habits and behaviours of the prescribing GP and support team. It is always vital at this stage to seek a follow up call, to ascertain how the product is working on the patients. Having agreed an appointment with the Doctor, confirm this with reception and put it in the surgery diary.

Competencies for the role

In order to see a GP you may be required to wait in the surgery until he or she is free.

You will need to make a judgement call as to whether waiting or coming back would be the most effective use of your time. A medical sales representative must be extremely well organised and competent in their role, by maximising usage of your time you will also maximise business potential.

Communication plays a major part for a medical sales representative not only in terms of their customers but also in communication (verbal or written) with other members of their team, in order to work effectively together.
The role of a medical sales representative may often incorporate promoting products to hospital doctors, and may also call on nurses and pharmacists in order to promote business and to gain a good understanding of whether their products are actually being used. Collaboration with pharmacists is vital to medical representatives, as they are a source of important information.

A proportion of a medical sales representative's time is spent performing administration tasks such as planning pre call objectives and writing up post call notes or planning and organising speaker meetings. This is an important part of the role, as the job does not simply involve calling on customers, it is also necessary to relay information to other members of a team and to head office so activity is not duplicated and can be monitored.

Team Work

Organising a territory effectively is the key to gaining success in all aspects of the medical sales position, and teamwork is really important to this process.

About every 4 to 6 weeks you will have a meeting with your regional manager and the team. These meetings generally review the performance of the team on territory and an overview of the latest regional sales analysis data (RSA).

Your Manager will also conduct field visits on a regular basis where your personal development needs are identified. Goals and objectives are set for you to work towards achieving.

Graduate Advice

To set yourself apart, we recommend you do research using the following links;

The Pharmaceutical Industry

Healthcare News






Primary Care

Secondary care / NHS Structure

Scottish Medical Consortium

Scottish HEAT Targets

Job Types

Pharmaceutical Sales

These are field based roles, so you work from home and go out to see healthcare professionals either speculatively or by appointment. Typically you would be working in primary care, calling on GP's, Practice Managers, GP Nurses and Surgery Receptionists for example. In order to sell Ethical Pharmaceutical Products you need to sit your ABPI exam within 12mths.

Digital Media Sales

These are head office based roles, dealing with healthcare professionals using cutting edge technology. Receiving or calling out to Healthcare professionals which give them a flexible option to discuss pharmaceutical products. In order to sell Ethical Pharmaceutical Products you need to sit your ABPI exam within 12mths.

Surgical Sales

These roles are field based, you could be selling a range of surgical products from a small to large portfolio. In addition to speaking with Theatre Nurses and Surgeons, you could also be negotiating with procurement and trying to get contract deals with the hospital. Part of your role is also training the Theatre Nurses and Surgeons on how to use the surgical equipment.

Nutrition Sales

These are field based roles calling on a range of healthcare professionals,/ from Community Dieticians, Nursing Homes, Pharmacists and Community / District Nurses. You are responsible for managing a geographical territory. You are looking to both educate and sell Nutritional Products for Adult or Infant Care.

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