Insider's Guide To The World Of Pharmaceutical Sales, 9th Edition by Jane Williams

• Table of Contents
• Read an Excerpt

Table of Contents

Read an Excerpt

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 howto 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.
CONCLUSION
APPENDIX A: PHARMACEUTICAL COMPANY PROFILES offers 26 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.
INDEX