Pharmaceutical / Medical Representatives a Mission for Success: a Handbook for Representatives and Managers

Relationships have always been an essential element in the performance of a pharmaceutical/medical representative's job. This book is designed to explore those relationships with a variety of people that he/she will find it necessary to relate to. Among these are, 1) the physician, 2) the patient, 3) co-workers, 4) competitors, 5) pharmacists, 6) nurses & assistants, and 7) managers, and perhaps others. From personal experience, the author will describe in considerable detail how each of these groups contribute to the representative's success or failure. He will describe a philosophy that will ultimately lead to sales versus sales as the primary objective. Personal success will be measured more by how well one handles these relationships. Personal success will lead to sales success, which inevitably will be the primary measure of performance used by management. Considerable discussion also will be devoted to helpful hints that will help new and experienced representatives, as well as managers, derive the greatest benefit from their endeavors.