3 of 3 people found the following review helpful
Helps Reps Gain Access Through Relationship Building,
By A Customer
This review is from: 360 Degree Selling: How To Sell Biotechnology Products (Pharmaceutical Selling) (Paperback)
The only way to get physician access these days is through good relationship building techniques with physicians. 360 Degree Selling provides an extensive chapter on relationship building techniques with physicians. Reps are shown numerous ways to build and grow relationships with key physicians. There is a very interesting chapter on routing snd territory management that helps the rep build continuity into the relationship, through development of a consistent route plan. The book's chapter on physician personality styles tells reps how to identify doctor hot buttons and needs. Their website also provides a complete doctor sales call strategy plan that is customized to the doctor's personality style, at no cost. At the end of the day it is the relationship building techniques that the rep has established with the doctor, that will gain them access or not. This book is definately a read!
(14 customer reviews)