Most Helpful Customer Reviews
36 of 39 people found the following review helpful:
5.0 out of 5 stars
It works! Informative and Inspirational, June 2, 2007
I definitely recommend this book. I am currently in the process of changing careers from a teacher to a pharmaceutical sales rep. It helped me to feel less stressed and more prepared to take on the whole process of entering the world of pharma sales.
I have read many other books on this subject and this is by far my favorite. It was written in today's languague, very current, informative and motivational.
I was able to apply the tips and tools it provided immediately.
It also provided a well rounded view of what it takes to be successful once you land the job.
I have a very exciting addition to my response above... As of yesterday I was offered a pharmaceutical sales representative position. The offer came from the first company I interviewed with. I credit a tremendous amount of what I learned from this book for making my interview process successful. From the resume, to the first and second interview questions to prepare for, to creative ways to make and impact, and to the deailed ride along format, I know I wouldn't have had this success (and certainly not as quickly) without the guidance of this book.
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13 of 13 people found the following review helpful:
5.0 out of 5 stars
How I went from teacher to pharm rep using this book, July 25, 2007
Back in early February, I called a recruiter at Tom Ruff Company, looking for help to find a job in medical or pharmaceutical sales in Chicago. Even though I was a random teacher from Illinois with one lone year of sales experience, the recruiter took the time to somehow send me a preview copy of Tom Ruff's book, "How to Break Into Pharmaceutical Sales: A Headhunter's Strategy" to help in my job search.
A few days later, I received a manuscript in the mail about how to break into this impenetrable industry. I sat down and read the whole thing and quickly realized it was the best guide to get me into the industry. "How to Break into Pharmaceutical Sales" became my bible in the job search. Since I was coming from teaching, I had limited experience on what was proper, what I should do, and how to even go about learning the ins and outs of the industry. I took that book and followed its directions.
I took the resume objective mentioned in the book and used it in my resume (it said to!). Then I started networking. I went to my doctor's office and asked for the contact information of their favorite pharma reps. I walked around various hospitals, walked up to pharma reps, had conversations, got their cards, and passed out my resume. I emailed all of my friends and their friends to find out who was in pharmaceutical sales. I went to a few job fairs and met hiring managers. And then I sent out my resume and did follow ups with all the information I gathered.
Finally, I got a few interviews. Some panned out, some did not. Days before an interview, I would read the book on how to prepare. I would research as recommended, go through the possible interview questions, and modified the questions offered in the book to ask the interviewer. I also used the appendix of company summaries to the fullest, using them as last minute cheat sheets before an interview as well as giving myself a good understanding of company competition. I made top ten lists for my Brag Book of why I wanted to work for a company and why they should hire me. I even made a business plan, guided by the one in the book.
Before the interview, I practiced my close (I would have never known to do this if someone didn't tell me. It is not as customary to close a teacher interview so strongly), pressed my simple, black suit (with minimal jewelry), and did my nails. I arrived early, I made my small talk, and, just like the book says, I felt prepared and calm during the interview because of all the legwork before it.
I also did great follow-up for my interviews, sending hand written notes immediately. For my first BMS interview, I sent a thank you card the next day and then over-nighted the DM a Latino movie that came up in our conversation. I also called and emailed a week later. My second DM told me to send NO thank you card, so I sent a postcard from my vacation just to say hi and reiterate my interest in the position. He told me he still has it.
Finally, for the offer stage, I got ready to negotiate, made some notes, but there was no need to try to raise my salary-- an added bonus. I just sent a restaurant gift certificate to the kind pharma rep who forwarded my resume to her DM who eventually hired me, yet another step inspired by the book.
Through the whole process, I used The Book.
I will definitely recommend "How to Break into Pharmaceutical Sales" to those trying to break into the industry.
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15 of 16 people found the following review helpful:
5.0 out of 5 stars
Useful and enjoyable guide, June 8, 2007
One of my teaching assignments is at a small community college, where I sometimes help with the career counseling office. This book is a very useful one, not only for the specific subject (pharmaceutical sales), but also for the many general tips and pieces of advice that can be useful to those seeking any type of sales job. I was interested in this book when offered (truth in advertising - I was given this book as a review copy) because one of my students had mentioned that his goal was to get into pharmaceutical sales.
According to Ruff's introduction, pharmaceutical sales is one of the best jobs around - it is ranked in the top 20 of Best Jobs in America by CNNMoney.com. Ruff's break into this business came from finding that people were eager enough to get the chance to break into this field that they were bringing him gifts to get to speak with hiring managers. Also, pharmaceutical sales is a booming business - as the population ages, and as medical technologies come up with more and more options, the process of sales (which involves a good amount of education as well) is all the more important. As evidence of the growth potential, Ruff cites the statistic that the number of professionals in the field has grown from 20,000 in 1970 to 100,000 now. However, this growth also means that the competition is fierce. Candidates for jobs must work even harder to stand out from the crowd.
Many of the tips in this book are applicable for any job seeker - resume tips, interviewing techniques, ideas on networking, etc. For example, in the resumes chapter, Ruff gives several examples, and also discusses the `brag book' concept - a sort of portfolio with diplomas, certificates and awards, recommendations, and other materials designed to make one look good. Ruff looks at every aspect - no detail is too small, from the voice on the telephone to the way one appears in person, both in terms of grooming and behavior. The 2-second rule is a good one in general for any conversation, not just interviewing:
`Great listening skills are important in an interview, as they will be on the job. Follow the two-second rule: wait two seconds before responding to the interviewer's question. This may feel counter-intuitive at first.... Don't jump on the tail end of your interviewer's sentences. While you may sound eager, you will not come off as polite or professional.'
Ruff also includes statistical analysis drawn from successful salespeople as well as managers so that the most likely questions and issues can be used. Ruff also includes a list of sample questions - the list is extensive, and likely beyond what any interviewing process will ask, but any one of the questions could be asked, so it is important to have a ready and worthwhile response. One addendum Ruff adds to this list is the latest `gotcha' question from the interviewer: `Where did you tell your employer you were today?' There's only one right answer, according to Ruff. Read this book to find out what that answer is.
This book is full of valuable information, but it is also a pleasant read, too. Ruff avoids the dry text that some business manuals slip into; the pages are laid out in an easy-to-read format, with graphics, samples, charts and other material as appropriate. There are also moments of inspiration -the story of Keri, whose job of marketing HIV drugs became a life-changing experience, shows that this job isn't one where the only thing that matters is money, but in fact lives are on the line, and lives can be changed in positive ways.
For anyone who wants in the field, this book is an absolute requirement. For those who are looking to change professions, this can give insights about how to approach the job market. I enjoyed reading this book (I expected to learn something from it when I received it, but I didn't really expect to enjoy it, so that is a bonus), and think that experience will be shared by many.
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