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Professional Pharmaceutical Selling

Professional Pharmaceutical Selling, ISBN: 0970415370
Author: Jane Williams, Publisher: Principle Publications, Inc.

Professional Pharmaceutical Selling provides information vital to the new pharmaceutical sales representative's selling success such as:

- The Pharmaceutical Selling Process.
- Learning more about Physician Training.
- Creating outstanding Sales Presentations.
- Selling to Office Based Physicians.
- Selling to Hospital Based Physicians.
- Selling to Key Hospital Personnel.
- Selling to Pharmacists.
- Selling in a Managed Care Environment.

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About Jane Williams

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 the #1 sales position for "job interview" guides on sites such as Amazon.com.

Now, due to high demand from Insider's Guide customers, Ms. Williams has written this book, Professional Pharmaceutical Selling, a book that provides more in-depth selling help to new pharmaceutical sales representatives.

Preface

The primary purpose of this book is to provide new pharmaceutical sales representatives with additional pharmaceutical, medical, healthcare and selling skills knowledge to increase their ability to excel at selling, achieve faster control of their assigned sales territories and become contributing team members faster.

Additionally, the new pharmaceutical sales representative will find this book to be a handy reference book that may be studied and reviewed between sales calls. Less emphasis is placed on the basic sales presentation because the pharmaceutical employer will provide excellent sales instruction concerning that aspect of the position.

The reader, upon completion of this book, should have a better understanding of the medical industry as it relates to the successful pharmaceutical sales job performance.

While this book provides excellent healthcare and pharmaceutical selling background information, under no circumstances should it be used as a visual or sales aid during a sales call. Your company provides approved sales aids and literature to be used during sales presentations to physicians and healthcare workers. The intended use of this book is as a text to be used to study for increased knowledge and understanding relating to the pharmaceutical sales industry.

Table of Contents

Author, Preface, Welcome

Chapter 1 You're a Rep! Now What?
Overview, Safety

Chapter 2 Pharmaceutical Sales Representative
Training, Job Responsibility, Performance Analysis and Review

Chapter 3 Adult Learner
Characteristics, Personality Styles

Chapter 4 Physician Education and Training
Physician Education, Physician Training, Jobs available to Physicians

Chapter 5 Successful Selling
Successful Selling Requirements, Basic Sales Presentation, Detailed Sales Presentation, Sales Call Evaluation

Chapter 6 Office-Based Physicians
Relationship Selling, Consultative Selling, Physicians Calls, Gate Keeper, Door Openers

Chapter 7 Hospital-Based Physicians and Departments
Hospital Sales Calls, Private and Public Hospitals, Hospital Departments, Key Hospital Personnel, Nursing Homes, P&T Committee, Emergency Medicine

Chapter 8 Selling to Pharmacists
Pharmacist's Job Description, Omnibus Budget Reconciliation Act, Medication Therapy Management, Pharmacy Sales Calls, Clinical Pharmacists, Hospital Pharmacy Department, Nursing Homes/Institutions Staff Pharmacists, Pharmacy Consultants, Community Projects

Chapter 9 Managed Care
Managed Care Organizations, Pharmacy Benefit Manager, MCO Variations, Contract Models, Capitation, Selling to MCO Physicians, Prior Authorizations.

Excerpted from Professional Pharmaceutical Selling by Jane Williams.
Copyright © 2005. Reprinted by permission. All rights reserved.

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