Customer Reviews

How to Break Into Pharmaceutical Sales: A Headhunter's Strategy

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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.

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.

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.

'How to' books continue to flood the market, the topics ranging from weight control to meditation to planning for financial independence for seniors to fixing the plumbing or the car or the home re-do plan ad infinitum. Most are directed at the general public and are dilute enough in content to appeal to a large, hopefully 'buying' public. This is definitely not the case for Tom Ruff's new book HOW TO BREAK INTO PHARMACEUTICAL SALES: A HEADHUNTER'S STRATEGY. This well-written, beautifully organized 'formulary' is written for those who are considering a specific field - 'drug reps', as they are known in the industry - and as such it is one of the most thoroughly researched guides to success this reader has ever encountered.

Tom Ruff is a headhunter, his job being to place career hopefuls in an industry that is growing rapidly while at the same time assuring the major pharmaceutical houses that the salespersons they hire are the cream of the crop - well trained, intelligent, solidly prepared, and road tested candidates. Ruff's approach is so complete that he devotes chapters to such aspects as grooming for an interview, how to find information not only about the various pharmaceutical industries but also about the reps themselves and the doctors and hospitals they serve: his wise advice includes the importance of the resume AND the 'brag book', how to do the homework about the biology and chemistry of the various drugs available, how to prepare and deliver an appropriate interview format, finding ways to arrange 'ride alongs' with established drug reps, success oriented interview questions and follow-up techniques, and even a section on the importance of the sadly antique, genteel tradition of hand-written thank you notes!

Ruff does not waste the reader's time, just as he wastes no time for the potential interviewer. Everything in this book is direct, succinct, aided by references of where to find information on the Internet, journals and books, and other sources to shorten the research time for the reader, and each chapter is followed by 'Tom's Tips' sections which are blunt, razor sharp bits of advice that polish off the preceding chapter. At the end of the book is a very complete index of the pharmaceutical company profiles including the correct information on how to contact them and a glossary and list of pharmaceutical association that exist to aid the neophyte as well as the seasoned drug rep.

So why read this book unless you are headed for a successful climb up the Tom Ruff ladder to achieving a fine job in a growing industry? Well, as is often the case when reading a specific book written by a focused expert, the information found in this top-notch volume can be easily assimilated by any person looking for style and technique and keys to success no matter the career of choice. Tom Ruff gives information from the inside to applicants on the outside, and his advice is as sound as any available in book form to the striving job hunters. AND he writes well! Grady Harp, June 07

Tom Ruff's debut novel "How to Break Into Pharmaceutical Sales - A Headhunter's Strategy" is a MUST-OWN book for anyone interested in a successful and lucrative career in pharmaceutical sales! This book clearly defines the necessary steps to achieve greatness in the highly competitive biotech industry, with lots of valuable advice from experts in the field. Ruff's book is THE PHARMACEUTICAL SALES BIBLE... extremely informative and highly motivating. This book guarantees to inspire and challenge you!

You must own this book if you're in pharmaceutical sales or thinking of entering pharmaceutical sales. Written by a top headhunter in the field, Tom Ruff, this book gives insightful keys to successfully landing a new job. No one is better suited to give job seekers advice than headhunter who sees hundreds of applicants and works with dozens of pharmaceutical companies. Talk about keeping your finger on the pulse of the market! This book gives insights from practical, daily experience.

The parts of the book most valuable to me were the breaking in strategies and the interview techniques. Of particular interest to me were the interview techniques for one-on-one interviews, panel interviews, how to adeptly use the two-second rule, using of the "brag book," and the creative follow-up ideas. The tip on calling the Customer Service department to prepare for an interview was deceptively simple and invaluable.

How to Break into Pharmaceutical Sales: A Headhunter's Strategy gives practical examples of using the Internet as a tool in the job search and it also stresses the importance of personalization before and after the interview. Handwritten thank you notes are preferable over e-mail thank you notes, for instance.

The book draws on a wealth of sales and motivational resources from outside the pharmaceutical world, too. The bibliography at the end lists a who's who of top sales trainers and motivational writers whose ideas permeate the pages--everyone from Ben Franklin to Dale Carnegie to Stephen Covey.

Anyone in pharmaceutical sales, or considering it for a career, will benefit from reading this well-written, concise and practical book.

While the ranks of pharmaceutical salespeople grew dramatically from the 1970s through 2000, it is a much more competitive market for the 100,000 or so positions. If you are interested in becoming a sales professional in this industry I believe you will find this book to be an excellent resource. The author is a headhunter and knows exactly what the industry is looking for, what stands out to the hiring managers, and the successful approaches to winning one of the positions available.

Rather than claiming anyone can do the job, in the first forty pages the author lets you know exactly what a career path in the pharmaceutical industry might look like, what you need to have in your background, and what the quick knock outs are. He also shows you what a winning resume format will look like for someone right out of college, someone with moderate sales experience, and a more experienced professional. I found his idea of a brag book for presenting during an interview to be quite interesting. It presents not only your resume, but letters of recommendation, awards you have one, college diploma, you personal mission statement, and more.

There is also great information on doing industry research, networking, and interview preparation. The author, Tom Ruff, even provides information about how to dress and present yourself for the interview. One would think such information would be understood by everyone, but having interviewed many job seekers myself, I can tell you that this is information to be studied, thought about, and heeded!

Once you have gotten noticed, it is vital to understand the interview process. Ruff takes the reader through the ride-a-long, interview prep, what questions you should have answers for, the second and third series of interviews and phone calls, and the close. It is a shame how many qualified candidates lose out because they don't understand this stage of the process. It is much like the person at the driving range who practices with their driver for hours and days, and then on the course loses out because they never practiced their short game and putting, where most of the strokes are actually played.

The author also takes the reader through the offer stage by using some information from the careers of actual pharma sales professionals. He also gives advice about how to work successfully with recruiters, some comments from real life sales professionals who have made it, a perspective from a doctor, and a concluding word of encouragement from Ruff. The end of the book has very valuable profiles of the big pharmaceutical companies that everyone trying to get hired by them will want to know.

The author also provides a glossary, trade organizations, a short list for further reading, and an index.

If you want to consider or actually go after a position in this industry, this book is a must read.

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This is one of those rare `How To' books that is infinitly good to read; it is the best book in the market for those seeking jobs. The book is set up in a perfect structure so that it is easy to write your own outline; then fill in the blanks for the job you want even though the book is geared to pharmaceutical sales.

Chapter 1: Why Pharmaceutical Sales? Money, continued learning, travel, professional education similar to mini Medical School. Pharmaceutical companies spend about $100,000 to train their sales people. The selling staff must have the knowledge about all of the company's products and the competitors as well. Doctors go to seminars and study constantly to keep up to date on procedures; imagine the blessing of having a well versed salesperson spend 15 minutes to teach them about specific drugs whether new to the market or not.

Chapter 2: How You Get the Job. The first thing to do is determining your goal from this you then develop your game plan. This is where the book subliminally breaks into two directions. Sales for Pharmaceuticals and sales in general - sell acquaintances on 'who you are' by making the first reaction positive, network with those in the field, get business cards and be sure to have one of yours ready to give to them. It is not expensive to have a business card printed with your name, phone and cell numbers, and your goal.

Chapter 3: Keep your information up to date. Write a resume with all of your information from which you will glean what to use. Never give false information or a recommendation of someone who does not really know you. This chapter contains various resume guidelines that are powerful and accurate. Why are you the right candidate for the job? Along with your resume, create a brag book with all of your citations, awards, certificates - this is about you breaking into a new career - you have strengths in other aspects of your life that show leadership, teamwork, overcoming challenges. You may have Power Point photos that are concise with quick bullets - that makes it easier for the person interviewing you to follow. Show you confidence by bringing more than three books in case they want to keep one to review. When the resume is ready, it should only be one page long.

Chapter 4: Research whatever the company is currently selling. Study the products and be able to point out when it might be released by the FDA, is it already on the market in other countries. There is a plethora of web sites listed in this chapter to help you begin to find your way into the top companies by knowing the type of salesperson they wish to hire.

Chapter 5: Networking Success - there are people you should see, places you should be, and Ruff lists these. Follow the procedures and you will get what you want.

Chapters 6 through 13: Build personal and company databases with every bit of product knowledge, personnel changes, networking guidelines, questions, and answers, as well as how to present yourself, and basic courtesy of any interview follow-up. If you do not get a call back, phone the interviewer and ask what you could have done to improve the interview process. They might be running a background check, or it could be something as simple as a hair cut or the clothes you wore. Thank them, add the information to your personal database and/or company database.

Chapter 14: The offer is a sensitive part of the job. Ruff's lists the 4 main components to consider. Each is extremely important, so know them well.
* Receiving the offer
* Negotiating salary
* Resigning
* Beware of counteroffers.

Chapters 15 and 16 cover how others managed to land the perfect job, and working with recruiters. There are graphs and questions as well as advice. You are looking at your future, so the more knowledge going in, the better prepared you will be.

Chapters 17 and 18 is summarized by Henry James word, "Live the life you've imagined

To complete the book Ruff includes the 12 top pharmaceutical companies in details, and website addresses for others. He even has a glossary, so if a term is unfamiliar, you can find "his" definition; and his definition is the best for pharmaceutical sales.

5 Stars for the book "How to Break into Pharmaceutical Sales" and 5 more stars for the subliminal companion, "How to Find your Dream Job".

I have recently graduated from college and I made the decision that I wanted to enter the field of pharmaceutical sales, but I did not know where to start. After reading this book by Tom Ruff, I have a great deal of confidence because I now know what I must do to break into the field. Thank you Tom and I would definitely recommend this book to anyone who would like to work in the pharmaceutical sales industry, but does not know what steps to take in order to get there.

As a Human Resources executive for a multi-billion dollar corporation, I highly recommend Tom Ruff's book for anyone entering the job market. Tom provides great insite and no-nonsense tips for researching potential employers/companies, preparing for an interview, and making the right impression during the interview process.