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Author : Sekhar Mukhopadhyay
Publisher :
ISBN 13 : 9788120719095
Total Pages : pages
Book Rating : 4.7/5 (19 download)
Download or read book Pharmaceutical Selling written by Sekhar Mukhopadhyay and published by . This book was released on with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Tom Ruff
Publisher : Tom Ruff Company
ISBN 13 : 0978607015
Total Pages : 236 pages
Book Rating : 4.9/5 (786 download)
Download or read book How to Break Into Pharmaceutical Sales written by Tom Ruff and published by Tom Ruff Company. This book was released on 2007 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: [This book is an] organized 'formulary' written for those who are considering a specific field - 'drug reps', as they are known in the industry.-Introd.
Author : Martin Bischoff
Publisher : Irwin Professional Publishing
ISBN 13 : 9780786312115
Total Pages : 0 pages
Book Rating : 4.3/5 (121 download)
Download or read book Successful Pharmaceutical Selling written by Martin Bischoff and published by Irwin Professional Publishing. This book was released on 1997 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlike other industry sales reps, pharmaceutical sales reps face a unique set of pressures and challenges, from a constantly changing set of specifications to the most current and in-depth understanding of the techniques and treatments used within the industry. Reps are charged with the responsibility of ensuring demand and increased specification for products, and most importantly, generating the vital capital needed for the development of newer and better agents. The success of their efforts ultimately determines the success of their companies. Successful Pharmaceutical Selling will provide both the beginner and the seasoned pharmaceutical rep with that winning edge. Successful Pharmaceutical Selling is a 'nuts and bolts' book for the pharmaceutical sales rep. Chock full of tips and techniques on maximizing sales, this hands-on guide gives salespeople practical advise on a day-to-day basis. Based on a foundation of knowledge gained by a top salesperson who has spent many years in the field, this book offers proven guidance on how to win in this highly competitive market; insight written by a successful pharmaceutical rep-turned sales manager; a concise, easy to read format; and proven techniques to "get the sale."
Author : Brent L. Rollins
Publisher : Jones & Bartlett Publishers
ISBN 13 : 1449626599
Total Pages : 302 pages
Book Rating : 4.4/5 (496 download)
Download or read book Pharmaceutical Marketing written by Brent L. Rollins and published by Jones & Bartlett Publishers. This book was released on 2014 with total page 302 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Jamie Reidy
Publisher : Andrews McMeel Publishing
ISBN 13 : 0740788868
Total Pages : 242 pages
Book Rating : 4.7/5 (47 download)
Download or read book Hard Sell written by Jamie Reidy and published by Andrews McMeel Publishing. This book was released on 2010-09-14 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Jamie Reidy is the guy who's been there, done that, and walked away with the insider stories. Inside Hard Sell: Now a Major Motion Picture LOVE and OTHER DRUGS, you'll find yourself rooting for Reidy and shocked by the realities of the world that paid his salary. This comedic expose traces Reidy's experiences from Pfizer training to life as the "V-Man," when Reidy became Pfizer's number-one drug rep during the Viagra craze. With equal parts self-confidence and self-mockery, Reidy takes the reader on a hilarious romp through pharma-culture while revealing the controversial side of the drug industry. From viewing a circumcision to gaining a doctor's rapport to providing insight on why doctors choose to prescribe Drug X over Drug Y, and from how to bargain "sigs" and "scripts" to why the Viagra pill is shaped as a diamond, Reidy discloses everything. A witty, behind-the-scenes look at an industry that touches everyone in America with a prescription, Hard Sell uncovers truths about the pharmaceutical industry you'd rather not know and practices you'd like to believe weren't employed. Hard Sell has been adapted into a major motion picture starring Jake Gyllenhaal and Anne Hathaway.
Author : Kosta Tzavaras
Publisher : Trafford
ISBN 13 : 9781412021937
Total Pages : 207 pages
Book Rating : 4.0/5 (219 download)
Download or read book Pharmaceutical Sales Data written by Kosta Tzavaras and published by Trafford. This book was released on 2004 with total page 207 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Mickey Smith
Publisher : CRC Press
ISBN 13 : 1482203987
Total Pages : 296 pages
Book Rating : 4.4/5 (822 download)
Download or read book Pharmaceutical Marketing in the 21st Century written by Mickey Smith and published by CRC Press. This book was released on 2014-07-30 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: A group of experts, leaders in their fields, provide a formal conjecture on the nature of various aspects of pharmaceutical marketing in the early part of the twenty-first century. Pharmaceutical Marketing in the 21st Century is ideal for product managers, planners, and strategists as it provides guidance for the future of marketing pharmaceutical products. Internationally relevant, this book is now available in Japanese!
Author :
Publisher : Bookboon
ISBN 13 : 8740301443
Total Pages : 51 pages
Book Rating : 4.7/5 (43 download)
Download or read book Pre-Call Planning Pharmaceutical Selling written by and published by Bookboon. This book was released on with total page 51 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Lea Prevel Katsanis
Publisher : Routledge
ISBN 13 : 1136313303
Total Pages : 193 pages
Book Rating : 4.1/5 (363 download)
Download or read book Global Issues in Pharmaceutical Marketing written by Lea Prevel Katsanis and published by Routledge. This book was released on 2015-07-16 with total page 193 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global Issues in Pharmaceutical Marketing presents a balanced, research-based perspective combined with a practical outlook on the current issues faced by the ethical, biotech, and generic segments of the pharmaceutical industry. It integrates an analytical approach with a global view to examine such issues as market access, digital marketing, emerging markets, branding, and more. The book covers not only the North American and Western European markets, but focuses on non-Western markets, such as Latin America and Asia. Each chapter is written as an individual essay about a given issue, and where relevant, original cases are provided to illustrate how these issues are currently managed by the global industry. This book offers a thoughtful and thorough description of the industry’s current situation and integrates the latest scholarly and industry research from different disciplines in one place for convenient reference. It may be used in the following ways: To stimulate class discussions and inspire new streams of research for academics and graduate students; To introduce the industry to those interested in a career, to orient new industry hires, or to provide experienced practitioners with current research that will enhance their knowledge; To provide an understanding of the industry for those in the healthcare sector, such as physicians, pharmacists, as well as medical and pharmacy students; and To present recent and relevant research for those in government, public or private payers, and public policy environments to facilitate their decision making. This book will prove to be a useful resource and an important source of information for academics and their students, professionals, and policymakers around the world.
Author : David Currier
Publisher : iUniverse
ISBN 13 : 1462040748
Total Pages : 172 pages
Book Rating : 4.4/5 (62 download)
Download or read book Be Brief. Be Bright. Be Gone. written by David Currier and published by iUniverse. This book was released on 2005-12-06 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: A great way to jump-start your career in pharmaceutical and biotechnology sales! "Be brief, be bright, be gone" is the philosophy that launched David Currier to a successful career as a pharmaceutical sales representative. Simply stated, this approach encourages aspiring sales professionals to: Be brief-Keep your sales presentations short and to the point. Be bright-Understand your product and its clinical context. Be gone-Respect your customer's time. But that is only one piece of advice an aspiring representative should retain from this book. This book also covers: Pros and cons of a career in pharma/biotech sales How to land a job with a major pharma/biotech company Getting to know your customers (physicians and hospitals) Selling skills, basic etiquette, sales call basics and lots more, including 10 key tips that help ensure long-term career success. This is the book that top pharmaceutical and biotech sales trainers have asked for! "I wish I read this book when I got started. It is easily the best book I have seen on the subject."-Ellen F. Simes, Springfield, MA, Pharma/biotech trainer "Anyone even thinking about a career in the industry should read this book."-Pam Marinko, Wilmington, NC, Pharma/biotech trainer "Wow! Very well done. Some really good information for folks just starting out-and for veterans like me, too."-JoAnne Skypeck, Holyoke, MA, Pharmaceutical sales representative
Author : Kıymet Tunca Çalıyurt
Publisher : Springer Nature
ISBN 13 : 9811514240
Total Pages : 266 pages
Book Rating : 4.8/5 (115 download)
Download or read book Integrity, Transparency and Corruption in Healthcare & Research on Health, Volume I written by Kıymet Tunca Çalıyurt and published by Springer Nature. This book was released on 2020-02-03 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book grapples with the numerous risks organizations face in order to succeed. These include economic risks, disaster risks, supply-chain risks, regulatory risks, and technology risks, all of which affect organizations in different ways and in varying degrees. Referencing Mahatma Gandhi’s seven unethical behaviors in the business world—wealth without work, pleasure without conscience, knowledge without character, commerce without morality, science without humanity, religion without sacrifice, and politics without principle—the authors analyze the healthcare sector. As competition in the health sector increases, there has also been a rise in unethical behavior. Corruption in the health sector results in severe consequences as it could affect the health of millions. This volume explores fraud schemes and cases, legislation to avoid cheating, lack of law, transparency, ethical issues, corporate governance and transparency in the health and pharmaceutical sector bringing together the perspectives of practitioners, professionals, as well as academic authors.
Author : Paul Cherry
Publisher : AMACOM
ISBN 13 : 0814438962
Total Pages : 240 pages
Book Rating : 4.8/5 (144 download)
Download or read book The Ultimate Sales Pro written by Paul Cherry and published by AMACOM. This book was released on 2018-08-14 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Forget the rest. Learn to sell like the best. Better leads, solid presentations, and a more versatile closing strategy are all great for boosting B2B sales. But truly successful salespeople-the ones who seem invincible when everyone else is struggling-possess more than foundational skills. They are proactive, entrepreneurial, and find solutions for their clients. They highlight their personal value and actively manage their careers. They're hyperfocused on cultivating relationships with customers and colleagues. The Ultimate Sales Pro shows everyone how to elevate their game. Drawing on the author's vast experience training salespeople for top organizations, the book explains how to: Be your own mentor * Problem-solve with peers * Manage any boss * Identify your ideal clients * Research industry trends * Share knowledge to foster trust * Craft a powerful Unique Value Statement * Script emails and voicemails that earn attention * Uncover customer needs * Position yourself as an expert * Create customized solutions * Motivate customers to commit * Set goals * And more Whether you're new to sales or seeking to escape a career plateau, The Ultimate Sales Pro helps you finesse skills, build expertise, and create a personal brand that will set you apart.
Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author : Scott Weintraub
Publisher : Advantage Media Group
ISBN 13 : 1599325071
Total Pages : 176 pages
Book Rating : 4.5/5 (993 download)
Download or read book RESULTS written by Scott Weintraub and published by Advantage Media Group. This book was released on 2015 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: DISRUPTION CREATES OPPORTUNITY FOR THOSE WHO EMBRACE CHANGE. NEW WINNERS AND LOSERS WILL EMERGE. THIS BOOK WILL HELP YOU AND YOUR COMPANY THRIVE IN THE AGE OF DISRUPTION. The informational and technological revolutions have forever changed the practice of medicine. We analyze data in a flash and marketers deliver it with pinpoint accuracy at just the right moment. When patients put their trust in our brands and place their lives in our hands, marketers have to quickly analyze the data accessible to us so we can deliver the right information at the right time, all while navigating the complexities of industry regulations. Timely messaging through the patient journey provides marketers today with an unprecedented opportunity. We must capitalize on this opportunity in order to stay relevant and profitable in the changing landscape. Results shows you the biggest trends happening now so you can be heard above the noise, deliver meaningful value, and to build real brand loyalty to drive your pharmaceutical and healthcare marketing far into the future. This book is essential reading for developers, manufacturers, and marketers of pharmaceutical and healthcare companies as well as the agencies, partners, publishers, suppliers and other service providers that support them in their marketing efforts. Authors RJ Lewis, Scott Weintraub, Brad Sitler, Joanne McHugh, and Roger Zan each share key insights into the growing trends in healthcare that you need to understand in order to better market your products. Join them at the front line as they speak to over a dozen executives of global pharmaceutical manufacturing companies to hear the technology, regulation, and the ever-shifting marketing challenges they see in front of them that could spell big opportunities for your company.
Author : Jacky Law
Publisher : Robinson
ISBN 13 :
Total Pages : 280 pages
Book Rating : 4.3/5 (555 download)
Download or read book Big Pharma written by Jacky Law and published by Robinson. This book was released on 2006 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pharmaceutical medicine is very, very big business. The top ten players earned more than $200 billion in 2003. One drug, Pfizer's cholesterol pill Lipitor, had sales of more than $9 billion. This kind of money buys an awful lot of friends among doctors and politicians. Most of those involved in the formulation of public health policy seems happy with the present system. The trouble is that the public is starting to have doubts. There is a growing sense that the vast profits of drug companies and their control of the research agenda might not be that good for our health. Jacky Law takes the reader on a journey through the pharmaceutical business and shows how the public is quite right to be concerned about conventional medicine, as it has developed since the late 1970s. She tells a story of spectacular regulatory failure, phenomenally high prices, betrayal of the public interest and a growing awareness among ordinary people that things could be very different. Sophisticated marketing and public relations, not scientific excellence, have helped corporations to preside unchallenged over matters of life and death. It is time, Law argues, for us to take responsibility for our health, not as passive consumers of pharmaceutical medicine, but as informed citizens.
Author : Eugene Mick Kolassa
Publisher : CRC Press
ISBN 13 : 9780789015822
Total Pages : 0 pages
Book Rating : 4.0/5 (158 download)
Download or read book Pharmaceutical Marketing written by Eugene Mick Kolassa and published by CRC Press. This book was released on 2002-03-12 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Explore the nuts and bolts of marketing pharmaceuticals today! Written by leading authorities in the field, Pharmaceutical Marketing: Principles, Environment, and Practice is the fifth in Dr. Mickey Smith's series of books on the subject which began in the 1960s. In this extraordinary book, he and his co-authors examine the principles of marketing pharmaceuticals, describe the environmental factors that affect their application, and show how these principles can be applied in response to those factors in practice. From the history and development of marketing pharmaceuticals to channel systems, legal requirements, budgeting, and product placement, this essential volume is a comprehensive text that will help students prepare for successful careers in this expanding field. From editor Mickey Smith: “Looking back on 40 years of experience, I’ve recently begun saying that most of the things I knew about pharmaceutical marketing over the years that made me so smart are not true anymore. But the fact is that the principles of marketing are as true as they were when they appeared in my first book (published in 1968). What has changed, and had to change, was the way the principles are applied. “This book is based on the premise that marketing follows certain principles and that pharmaceutical marketing is affected by a variety of environmental influences which lead to a rich array of marketing practices. These practices are presented to demonstrate how the successful application of marketing principles—with appropriate adaptation to environmental forces—can lead to success in the marketplace. Failures are also presented.” This well-referenced book explores and explains the principles and practical application of vital elements of pharmaceutical marketing, including: product pricing—with sections on trends, competition, reimbursement programs, public policy, and more research and development—including strategies relating to new products, product scope, positioning and repositioning, product elimination, diversification, and a fascinating case study about Ibuprofen promotion—rational and nonrational appeals, advertising prescription drugs to consumers, strategic choices among media types, budgeting, and more place factors, channel systems, physical distribution, and specialists and much more! Ideal for anyone entering or studying the pharmaceutical industry, Pharmaceutical Marketing: Principles, Environment, and Practice is a one-stop source of reliable knowledge that you’ll refer to again and again! In the editor's words, “Good marketing leads to good medicine. Exceptions exist, but when the system works, bad marketing never succeeds for long—and neither does bad medicine.”
Author : Mace Horoff
Publisher :
ISBN 13 : 9780615330358
Total Pages : pages
Book Rating : 4.3/5 (33 download)
Download or read book Mastering Medical Sales written by Mace Horoff and published by . This book was released on 2010-02-02 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: The essential elements of selling in healthcare, using real-world examples to guide the reader through the process of creating more predictable sales outcomes.
