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Successful Pharmaceutical Selling: Frank Advice from the Frontlines Hardcover – 1 May 1997

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Product details

  • Hardcover: 200 pages
  • Publisher: Irwin Professional Publishing (1 May 1997)
  • Language: English
  • ISBN-10: 0786312114
  • ISBN-13: 978-0780362789
  • Product Dimensions: 21.1 x 14.1 x 1.5 cm
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (10 customer reviews)
  • Amazon Bestsellers Rank: 4,187,709 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

From the Author

These are the basics to success and needed to be captured.
Prior to the publication of my book there was nothing, just a void. This book captures the basic elements of success within the industry. Some of the concepts may seem easy to read but I suggest following up with aggressive implementation. Pharmaceutical Selling is truly unique insofar as no order, contract or "tangible" sell results. Just how does a representative convince a healthcare professional to commit to and then use a given product?

I appreciate all the feedback on my book and congrats to the happy recipients of a tremendous new career as an outcome! It may sound easy, but try doing it! Few are ultimately successful in the long run, this book will go a long way toward ensuring this longevity in the field.

Stand by for my sequel... pharmaceutical sales and life in the bastion of herbal medicine, China! Should be out in a year or so.. Good Selling! Martin B Bischoff

Customer Reviews

3.7 out of 5 stars
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Most Helpful Customer Reviews

By A Customer on 14 April 1999
Format: Hardcover
For Mr. Bischoff's "Frank Advice from the Frontlines" means telling the reader not to go in the "rough" part of town at night, be friendly to your boss, lock your car, and other insightful "Nuts and bolts" advice. Take away the white space and the fluff and the remaining content might fill 50 pages.
Several times the author advises the reader that there are "Numerous other resources" about the topic at hand, I advise you to use them before you buy this book. Even the few topics in this book that might be of interest and pertinent to pharmaceutical sales are glossed over without any in-depth explanation. Even the few industry terms presented are not defined - use other resources!
Any high school or college business textbook will match and exceed the information this book gives. As a service to my community I am donating this book to the library so fewer people will have to spend $25 on this $9.99 check-stand reader. If you want better information on pharmaceutical sales talk to your doctor, his/her receptionist or a nurse.
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By A Customer on 22 Aug. 1999
Format: Hardcover
This is a one of a kind book on what it takes to promote your pharmaceutical product in today's rough and cut throat world. This book enhances your company's training program on what they don't tell you when you get in the field.
Mr. Bischoff's industry experience and insight are some of the reasons I would recommend this book for all training classes.
There really is no other book on how to promote your product in the pharmaceutical industry.
Great job.
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By A Customer on 30 Jun. 1999
Format: Hardcover
As a recent college graduate trying to land a job in the field I did not find this book very helpful. Not only did the book include some very confusing diagrams, it did not include the information that I was looking for such as what it takes to land a job in the feild, or how we can better ourselves for the job. I probably would have found a book on interviewing or selling more helpful, however, I did obtain some basic knowledge about the profession from this book.
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Format: Hardcover
As I read MARTIN BISCHOFF'S book, I found that I was becoming increasingly motivated to actually get off my duff and do more to promote myself. I feel that it is very important to be confident and to sell yourself before you can sell your product. There are many great ideas and hints in this book. The book had a positive influence on me and I highly recommend it. I would go one step further and say, "It is a MUST READ for individuals interested in SALES.
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Format: Hardcover
This book was a great starting point on selling pharmeceuticals. The book was clear, concise, and easily read. I read the book in one evening. The author gives good info on the major customers-doctors, hospitals, pharmacies and hmo's. I only wish this book went into more details on subject including resumes, job interviews, etc...worth reading, but if your interested in topic meet with a sales rep-the info you will get will be 10 times what this book can provide.
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