- Paperback: 168 pages
- Publisher: iUniverse; 1 edition (April 1, 2001)
- Language: English
- ISBN-10: 0595174183
- ISBN-13: 978-0595174188
- Product Dimensions: 6 x 0.4 x 9 inches
- Shipping Weight: 12.6 ounces (View shipping rates and policies)
- Average Customer Review: 7 customer reviews
- Amazon Best Sellers Rank: #1,929,682 in Books (See Top 100 in Books)
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Be Brief. Be Bright. Be Gone. 1st Edition
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About the Author
David Currier is currently a performance improvement manager for a premier biotechnology company. Previously, he was a consultant to the pharmaceutical industry at a training firm. He also worked at a leading pharmaceutical corporation for several years as a sales representative and sales training manager.
Jay Frost is a freelance writer who has authored several books on managed care. He has also prepared text for dozens of sales training manuals, newsletters, workshops, audio/visual scripts, CD ROM programs, and web pages.
Top customer reviews
This text is an excellent easy read (read it in one day); in one word I describe it as a 'pleasant read'; not too involved but just enough; in other words this a well written and carefully balanced book IMHO.
I particulary enjoyed the explanation of industry buzzwords and acronyms. Mostly, I like how the author ties in the whole process of where the territory sales rep 'fits' into the Pharmacutical-MCO-PBM areas as a whole; this really puts everything in great perspective. I think its called "synergistic approach".
In addition, this work helped me appreciate all the hardwork that goes into becoming a pharm rep. It describes things as a process and what the positives/negatives are. It essentially takes you through a "day-in-the-life" so to speak of what its like to be a pharm rep.
This sucker should be in every college career center library for sure. If you are interested or even thinking about wanting to know what it is that Pharm reps do (and to see if you might have what it takes) then this book is for you.
This is one of the few books that reviews the "downside" as well as what's great about being a drug rep. Having been in the industry for more than 11 years, I've heard a lot of recruiters try to tell people what it's like to be a rep. The problem is, the recruiter has never been a pharmaceutical sales rep, so it's hard for them to give coaching and advice to someone who wants to break into the industry.
Besides that, recruiters are not used as often as they were before due to cost constraints. As Currier points out, networking can be a key element in a job search.
This book reviews what to consider when making the decision to be a drug rep. It also does an excellent job of outlining what to do when you're first hired into a company -- from trunk organization to the "no-see" physician; from the hospital display to the pharmacy call -- it's all here.
If you don't read this book, you're missing out on a lot of outstanding information.
The book is clearly written and fast-paced and does a great job of capturing the ups and downs of pharmaceutical selling, how to get a job, and the everyday tasks of the rep. It has some good suggestions for how to generate sales, including a Top Ten Tips list in the last chapter. I also liked the attention to the customer's (doctor's) wants and needs, as this is really
what selling is all about.