ABSTRACT :This study aims to find the relationship between product knowledge and selling skill in achieving sales targets and looking for other factors that affect sales performance. This research was conducted on 28 medical representatives in a division of a multinational pharmaceutical company in Indonesia. Product knowledge and selling skill is taken from routine assessment. Achievement of sales targets is taken from the average over a period of 6 months. Questionnaires were given to each medical representative to get an overview of perceptions of product knowledge, selling skill, relationship with sales performance and to find out the perceptions of factors that influence sales achievement. There were 68% of medical representatives who passed the product knowledge test and 86% who passed selling skills. Sales target was achieved by 71% medical representatives. Based on relationship analysis, there is no significant relationship between product knowledge and selling skills, there is no significant relationship between product knowledge and sales achievement as well as there is no significant relationship between selling skills and sales achievement. Based on medical representatives’ perception there were 5 main factors which had influence on sales performance: product knowledge, good relationship with doctors, selling skills, area knowledge and right marketing activities.

KEYWORDS –Medical Representatives, Pharmaceutical company, Product knowledge, Sales Performance, Selling skills