Secrets of Successful Pharmaceutical Salespeople [Paperback]

Sarah Taylor (Author)

Book Description

Publication Date: February 2, 2010

Perhaps you just got your first job in the pharmaceutical industry - or maybe you've been in the industry for years. Look around and you will notice that a small handful of salespeople get exceptional results, year after year. The pharmaceutical industry is filled with some of the best salespeople in the country, and Sarah Taylor has interviewed many of them, compiling their secrets of success into this book!

Editorial Reviews

Review

I haven't read a book that more accurately describes what it takes to be a top performer in pharmaceutical sales! -- JaMarr Brown, Area Manager, Allergan Pharmaceuticals

Product Details

• Paperback: 95 pages
• Publisher: Taylor Presentations (February 2, 2010)
• Language: English
• ISBN-10: 0976441403
• ISBN-13: 978-0976441403
• Product Dimensions: 8.5 x 5.4 x 0.3 inches
• Shipping Weight: 4.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #125,726 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

5.0 out of 5 stars A Powerful Rx for Success!!!, April 18, 2007

By 

Peter Stankovich - See all my reviews
(REAL NAME)   

This review is from: Secrets of Successful Pharmaceutical Salespeople (Paperback)

After more than 7,000 sales calls in pharmaceutical sales working for AZ, this book brought me back to the basics that made me so successful. This book is particularly powerful because it is written by a former top producing rep, someone who has been there, and not an administrator. If your sales are dragging, this book is a powerful Rx for success!

3 of 3 people found the following review helpful:

4.0 out of 5 stars Solid on the Basics, October 31, 2006

By 

Steve Woodruff "Connection Agent" (Boonton NJ USA) - See all my reviews

This review is from: Secrets of Successful Pharmaceutical Salespeople (Paperback)

Sarah was a top performer with a major pharma company, then decided to spend a year interviewing top pharmaceutical salespeople with an eye toward writing this book.

She became increasingly concerned as she discovered that the "secrets" to success were not so secret after all; it was continual application of the basics. She wrote the book anyway, figuring that if that was what led to success, then it needed to be said.

The book's main drawback is that it is short, basic, and simple. Its main strength is that it is short, basic, and simple.

It covers 10 very fundamental and universal behaviors that all pharmaceutical sales representatives should practice. There is nothing new here, and at first, this took me aback somewhat. Then I realized what the chief benefit of such a book could be - giving it out to sales reps would reinforce exactly what every company emphasizes, but provide an "outside" validation of those messages. Based not on theory, or novelty, but on the track record of successful professionals "in the trenches."

You won't buy this book to discover novel techniques. But you just may hand it out to your district sales people, or new hires, as a reinforcement and a motivational tool. I recently loaned it to someone who was in the midst of interviewing for a pharmaceutical sales position; he stated that he wished he'd had it before the first 2 interviews!

2 of 2 people found the following review helpful:

5.0 out of 5 stars Solid, December 7, 2007

By 

C. Hunt (Overland Park, KS United States) - See all my reviews
(REAL NAME)   

This review is from: Secrets of Successful Pharmaceutical Salespeople (Paperback)

As a 8 year manager in the pharm industry, I can say that the author "nails it". For reps new to the industry I would use this as a handbook and refer to it often. For veterans, it is helpful to remind us what truly gets the business rather than chasing activity reports.

Very solid book!!!