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Pharmaceutical Sales for Phools: The Beginners Guide for Medical Sales Representatives

Pharmaceutical Sales for Phools
ISBN: 1845491173 Author: Sahil Syed. Publisher: Arima Publishing

Contents

Acknowledgements, about the author, about the book, author's note, disclaimer / explanatory notes, introduction

Part 1. Background

- Why become a medical representative
- Busting the myths of the industry
- 'Completing a sale' - How it works in pharmaceuticals
- The ABPI - 'the representative body of pharmaceuticals in the UK'
- Why doctors may or may not see sales representatives
- NHS Focus: Primary Care Trusts (PCT's)
- NHS Focus: Brands Vs. Generics and the cost of medicines
- NHS Focus: The great struggle between pharmaceutical prosperity and NHS funding
- The impact of formularies in primary care

Part 2. Understanding your role

- Job purpose of the medical sales professional
- Selling Vs. informing
- What makes a doctor prescribe a product?
- Account management and pharmaceutical sales
- The GP circle of influence
- Closer look at the influencers
- General threats to your business

Part 3. Putting it all together - your first three months on territory

- Segmentation and GP target lists
- Developing access information
- Using and developing your ETMS system
- My golden principles for success

Part 4. Appendix

- Pharmaceutical recruitment agencies in the UK
- Glossary of abbreviations and terms
- References

What do others say about Pharmaceutical Sales for Phools?

"I am a UK pharma recruitment manager. In my organisation we are recommending this title to all our candidates who are trying to enter the UK pharma indsutry. It is very well pitched, you can tell it has been written through the eyes of someone who has seen and done the job first-hand. We are not aware of any other book like this currently available in the UK...well worth the purchase!"

"I have just purchased this book and have been unable to put it down since! At my stage (relatively new to the industry) this book is PERFECT in content and style - most importantly, it is supremely accurate in terms of what the job is actually about. Pharmaceutical Sales for Phools is actually the THIRD pharma book I have purchased, and it really has been third time lucky - it knocks spots of all the other books."

"As a sales director in the UK, I know what I'm talking about, trust me! - this is one of those books which can seriously short-circuit an otherwise HUGE learning curve. Forget new reps, EVERY pharma sales rep should have this in their briefcase - it is the ultimate rough guide for pharma salespeople."

"This book is really good, particularly section 1 which summaries the major industry issues which all pharma professionals need to understand. The author goes right back to basics using simple language to explain the many `industry-isms' that outsiders would not understand."

"Pharmaceutical Sales for Phools ('PSFP') is superbly written - simple, clear and informative. Chpater 21 in particular ('the golden principles for success') is bang on the money - any rep will be succesful if they understand and apply these real-life principles to their work."

"The first example I have seen of a common sense approach to the job which leaves nothing to the imagination"

"This book is the medical representatives bible – it is indispensable, every rep should have a copy"

Purchase: Pharmaceutical Sales for Phools by Sahil Syed

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