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Insider's Guide to the World of Pharmaceutical Sales

Insider's Guide to the World of Pharmaceutical Sales, 8th Edition
ISBN: 0970415397 Author: Jane Williams Publisher: Principle Publications, Inc.

Insider's Guide to the World of Pharmaceutical Sales - Highlights of the Eighth Edition

- 155 Pharmaceutical Sales Interview Questions and Answers.
- 28 Top Pharmaceutical Company Profiles.
- List of 300 Pharmaceutical Companies.
- Crafting the perfect Pharmaceutical Sales Resume.
- Networking successfully to gain a position.
- Finding unadvertised pharmaceutical sales positions.
- Successfully negotiating multiple, increasingly difficult interviews to get the job.
- Surpass the competition and land a pharmaceutical sales position.
- Winning a pharmaceutical sales job without having sales experience.
- Be a "picture-perfect" Pharmaceutical Sales Representative!
- Detailed "Day in the Life" of a Pharmaceutical Sales Representative.
- Physician/District Manager Personality Profiling.
- Career Comparison Guide preparation for candidates who DO NOT have pharmaceutical sales experience.
- Systematic instructions on how to prepare your "Sales Binder" for job interviews.
- Complete step-by-step instructions on how to sell a pharmaceutical product with examples outlining every detail of the sales presentation, including the dialogue.
- Information throughout on how to be a successful pharmaceutical sales representative.

Purchase: Insider's Guide to the World of Pharmaceutical Sales

From the Publisher

The "Insider's Guide to the World of Pharmaceutical Sales" is now in its Eighth Edition. This wonderful guide has helped thousands in their pharmaceutical sales career endeavors over the past seven years.

We frequently receive messages from happy customers telling us how much the guide has helped them in their quest for a pharmaceutical sales position and how they landed the job. They all want to know if Jane Williams has written other books on pharmaceutical selling. We are happy to announce that she has! We published "Professional Pharmaceutical Selling" in June 2005. This book offers even more in-depth selling information and is an outstanding resource for the pharmaceutical sales professional.

The "Insider's Guide to the World of Pharmaceutical Sales" continues to be the top selling career guide in its' class. It is exceptional and the demand from college students, career transition customers, as well as career professionals, for this book has been amazing. Seeing the title accepted by numerous universities such as the University of Southern California, the University of Mississippi the Western Michigan University, etc. for their sales and marketing classes and career offices has added to the success of this outstanding career guide. A few months ago, we also published a general job interview guide by Jane Williams for anyone who needs to learn how to sell themselves. "Sell Yourself: Master the Job Interview Process" quickly became a best-seller in the job interview category.

Outstanding knowledge and excellent selling advice are what we have come to expect from this exceptional author. It is our pleasure to continue working with Ms. Williams.

About the Author

Jane Williams is a multi-time winner of the coveted pharmaceutical industry President's Club Award, former certified sales trainer, consultant and recognized authority in the pharmaceutical sales industry. She formerly worked for Roche Biomedical and Boehringer Ingelheim Pharmaceuticals. She has been interviewed several times by such entities as the Dallas Morning News and Selling Power Magazine. Additionally, she has served as a guest panelist on HireRx.

Her bestselling book, the Insider's Guide to the World of Pharmaceutical Sales, is utilized as a text and teaching tool for sales and marketing classes in universities across the United States and is the featured pharmaceutical sales interview guide on sites such as job-interview.net. Because of the phenomenal success of the Insider's Guide, Ms. Williams receives frequent requests for seminars and speaking engagements.

Building upon her success in offering a comprehensive bestselling job interview guide for those aspiring to a pharmaceutical sales career, Ms. Williams has written a job interview guide that teaches interviewees to sell themselves during job interviews of all types. That title, Sell Yourself: Master the Job Interview Process quickly moved to top positions for "job interview" guides on numerous bookseller sites such as Amazon.co.uk.

Now, due to high demand from Insider's Guide customers, Ms. Williams has written Professional Pharmaceutical Selling, a book that provides more in-depth selling help to new pharmaceutical sales representatives or the job seeker who wants more information about pharmaceutical selling.

Diane C. Donovan, Editor, Midwest Book Review, May 22, 2006
"Any industry pro considering a career in pharmaceutical sales must obtain the updated 8th edition… INSIDER'S GUIDE TO… PHARMACEUTICAL SALES."

Lori Shreve Blake, Director, Alumni & Student Career Services University of Southern California May, 2005
"...the premier resource for professionals considering a sales career in the pharmaceutical industry. I recommend this book..."

Contents - Insider's Guide to the World of Pharmaceutical Sales

CHAPTER 1: PHARMACEUTICAL INDUSTRY FORECAST
Gives an overview of the pharmaceutical sales industry and details why I am certain that this industry is recession proof!

CHAPTER 2: ANY DEGREE IS THE RIGHT ONE
Explains why any four-year degree is acceptable for a pharmaceutical sales career. This chapter also lists the preferred degrees for entry-level pharmaceutical sales positions and for promotion to trainer and district manager.

CHAPTER 3: PHARMACEUTICAL SALES REPRESENTATIVE
Describes everything from a typical day in the life of a pharmaceutical sales representative to the detailed profile of duties performed by a veteran pharmaceutical sales representative.

CHAPTER 4: NETWORKING
Explains how to keep someone from "closing the door" in your face! This chapter teaches you how to contact sales representatives, the "keys" to entering the pharmaceutical sales industry, how to set up "Field Preceptorships" and how to get to the person with the "power to hire."

CHAPTER 5: RESUMES AND COVER LETTERS
Outlines the different types of resumes and gives examples of each. Included in this chapter are details describing how to craft a pharmaceutical sales industry-specific resume with the correct format and "keywords" to prevent you from making mistakes that will exclude you from the interview lists! This chapter also gives complete instructions on creating a great cover letter and includes examples.

CHAPTER 6: ONE OF THE CHOSEN FEW
Teaches you how to make the most of the professional contacts that you have made...how to network successfully. Professional appearance and creating a winning plan of action are also stressed.

CHAPTER 7: SELECTING THE RIGHT COMPANY
Teaches you how to research and evaluate companies for their employment stability and your personal ability to "match" with the company.

CHAPTER 8: PHARMACEUTICAL COMPANY REQUIREMENTS
Is a great chapter because you will learn exactly what type of candidate the pharmaceutical sales industry is seeking to fill its positions. You will find insightful information about the pharmaceutical sales company "mind-set" and what it looks for in personality and selling style for new hires. I believe in creating your own luck and tell you how to do this by "setting yourself up for success!"

CHAPTER 9: INTERVIEW PREPARATION
Is an extremely important chapter! This chapter explains what you must know about the interviewing company, products, management style and different types of interviews. Additionally, you are taught to prepare a "personal presentation binder" that includes a career-comparison document, with example, to help you sell yourself, especially if you do not have sales experience.

CHAPTER 10: INTERVIEW QUESTIONS AND ANSWERS
Is the single most important chapter! This chapter contains 155 of the most recent pharmaceutical sales interview questions with correct answers! Included are questions such as:
a. What is "co-promotion" or "team-selling?"
b. How do you see a "no see" physician?
c. "SELL ME SOMETHING!" directive. How do you sell the interviewing district manager something, especially one of his/her company's products? The answer consists of a detailed pharmaceutical sales interview answer with examples that have won positions for my customers worldwide!

CHAPTER 11: THE RIGHT STUFF!
Here you will find questions you should ask yourself to see if you have what it takes to really be successful as a pharmaceutical sales representative.

CHAPTER 12: PURPOSE AND RESPONSIBILITY
Explains what a pharmaceutical sales representative's responsibilities are.

CHAPTER 13: CAREER PATH AND PERKS
Supplies information that everyone loves! This chapter explains the various positions available within the industry in addition to the different types of compensation and benefits.

CHAPTER 14: CONTRACT SALES ORGANIZATIONS
Offers a listing of the major contract sales organizations complete with addresses, phone and fax numbers and web site addresses.

APPENDIX A: PHARMACEUTICAL COMPANY PROFILES
Offers 28 top pharmaceutical company profiles. Information included on each company consists of: company address and contact information; company background information including mergers; annual revenue, research and development; sales force size and total number of employees; major products with therapeutic area and pipeline products.

APPENDIX B: PHARMACEUTICAL COMPANIES
Lists 300 pharmaceutical companies and their web site addresses so that you can easily find any major to moderate sized company, along with many smaller companies that you may need to research.

Excerpted from Insider's Guide to the World of Pharmaceutical Sales, 8th Edition by Jane Williams.
Copyright © 2005. Reprinted by permission. All rights reserved.

Purchase: Insider's Guide to the World of Pharmaceutical Sales

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