Stepping up to Medical Sales Success

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This easy to read ebook helps and supports Medical Sales Executives in the UK to develop their capabilities and a lot more. Ideal if you are considering a career in medical sales or looking to develop your skills further.

Testimonial:

"Stepping Up to Medical Sales Success" was extremely helpful in enabling me to handle my interviews and gain my first medical sales role. The information contained within the book will also help me to forward my career (I hope) as a successful medical sales representative. Thanks, I got a lot for a very little money". Nick Geddes, Medical Sales Representative.


INTRODUCTION
By Allan Mackintosh

I worked in the Pharmaceutical Industry for almost twenty years. I started out in early 1982 as a sales executive with a small offshoot of a multinational pharmaceutical company selling to General Practitioners, Hospital Physicians, Practice Nurses, Retail and Wholesale Chemists. It was my first 'true' job, as previously my only other employment had been as a labourer, dustbin-man, toilet cleaner, truck driver and gardener during my university holidays. This new job, gave me the chance to be my own boss; it gave me a brand new car, and it gave me money to start to pay off my debts from University!

Over the next twenty years, I survived three company mergers, two company ‘culture changes’, goodness-knows how many ‘downsizes’ and one company closure. I worked for, in effect, four different pharmaceutical companies each a different size and each with its own unique culture. In all, I spent seven years selling directly, six years being an area or regional sales manager and seven years training and coaching sales executives and area / regional sales managers.

I have written this short guide in order to support new and existing Medical sales executives to be the best they can be. It may also prove useful for more experienced sales executives who are in need of a refresher.

Medical Selling is a tough and demanding job. Whether you work in a Primary Care, Hospital or Retail environment there can be a great deal of rejection and pressure involved. However, if you can handle the rejection and channel the pressure accordingly, medical selling can be one of the most satisfying and rewarding careers.

You are in effect your own boss most of the time. How you plan and execute your day is in the main down to you. You do not have a manager breathing down your neck everyday and even if you do see a manager fairly frequently, the best managers are much more of a support than a 'hindrance'.

By following the steps outlined in this book you will not go far wrong. I have written this to be more of a reference book than a story, although you may find some of the points emphasised through my own experiences.

Enjoy and be successful!

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