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Customer Review

11 of 13 people found the following review helpful
5.0 out of 5 stars 360 Degree Selling-How To Sell Biotechnology Products, April 6, 2001
By A Customer
This review is from: 360 Degree Selling: How To Sell Biotechnology Products (Pharmaceutical Selling) (Paperback)
"360 Degree Selling - How To Sell Biotechnology Products" is a necessity for today's pharmaceutical sales reps, no matter what types of products they are selling. It is also the only pharmaceutical selling book in the United States on Relationship Selling. The biotech boom has created the need for sales reps to be more specialized in the selling of highly sophisticated products. The design and use of clinical studies in selling pharmaceutical products is thoroughly reviewed.
Drugs targeted for specific diseases require more skills in the area of disease management. Disease management is covered and tied into doctor prescribing styles.
Representatives are shown the principles of managed care and institutional selling and how the formulary systems of these organizations work.
Time and territory management along with routing and itineraries is covered. Many forms are provided to assist reps in more efficient territory planning.
The 360 degree selling process leaves no stone unturned, and provides reps with all of the skills that they need to be successful in today's pharmaceutical marketplace.
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