This book is all about Pre-call planning for the pharmaceutical sales call. You will a find step by step approach to pre-call planning. Pre call planning is divided into four steps which are; market analysis, customer knowledge, call objective setting and plan to execute the call. You will also find some competencies that are required while improving pre-call planning that are; relevant information gathering and analytical thinking and some useful tips to improve these competencies. Pharmaceutical selling has received attention from the electronic and print media due to unethical marketing tactics from some pharmaceutical companies. How you may differentiate the ethical and unethical needs of customer, is provided with a brief discussion. For the self development of the Drug representative and the rating of the Manager, rating scale is all also available in this book. I am sure this book will help all the drug representatives improve their selling skills and ultimately reach company revenue and profit and help them improve their carrier.
About the author
I work in the Pharmaceutical Company, GlaxoSmithKline as a second line sales manager. In my current role I lead a sales team, including first line sales manager and drug representatives. I had begun my carrier as a Drug Representative.
I have gained a ten years experience in training the sales team in many sales programs, including selling skills and territory management for drug representatives. In my present role I not just retain the talents but also hire them. I also establish plans and strategies to expand the business. I also have a practical experience as a Drug representative.
Earlier I had accomplished the Bachelor of Pharmacy degree and an MBA. I also received training from several renowned institutions and consultants on selling skills, territory management, and high performance behaviors for managers, leaderships and team building I have begun writing on the selling skills of pharmaceutical products furthermore I plan to write on the management competencies and leadership also.
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