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Title: 360 Degree Selling: How To Sell Biotechnology Products (Pharmaceutical Selling) by Vincent F Peters, Joseph C Peters ISBN: 0-9656231-3-0 Publisher: Black Dog Publishing Company Pub. Date: 10 November, 2000 Format: Paperback List Price(USD): $24.95 |
Average Customer Rating: 4.33 (12 reviews)
Rating: 5
Summary: 360 Degree Selling - How To Sell Biotechnology Products
Comment: I am currently in pharmaceutical sales, and selling a new biotech product. I found this book to be very helpful, not only from the scientific standpoint, which provides an excellent section on the use of clinical reprints, but also with the sections on doctor personality styles and relationship selling techniques.
This book provided me with great tips on not only how to sell more scientifically, but also how to use relationship selling and service to increase my business. This book is a must for anyone who is selling any type of pharmaceutical product.
Rating: 5
Summary: "This Book Walks The Talk"
Comment: 360 Degree Selling is a fabulous book! While most books and sales training courses talk about "how to," and theory, this book really helps you sell. The book covers doctor personality styles extensively, but goes a step further by inviting you to download and submit 360 Degree Selling Consultant forms to them, and they in turn supply you with a complete 360 Degree CRM Sales Strategy Report on any doctor. The strategy recommended really works, it's like having your own personal sales advisor. This is one selling book that walks the talk.
Rating: 5
Summary: Helps Reps Gain Access Through Relationship Building
Comment: 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!
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Title: Be Brief, Be Bright, Be Gone: Career Essentials for Pharmaceutical Representatives by David Currier ISBN: 0595174183 Publisher: iUniverse Pub. Date: 01 April, 2001 List Price(USD): $19.95 |
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Title: New Wave Pharmaceutical Selling by Sandra M. Peters, Vincent F. Peters ISBN: 0965623149 Publisher: Black Dog Publishing Company Pub. Date: 01 October, 2002 List Price(USD): $24.95 |
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Title: How to Conduct Doctor Dinner Meetings by Dr. Joseph L. Magnani, Vincent F. Peters ISBN: 0965623114 Publisher: Black Dog Publishing Company Pub. Date: 01 December, 1998 List Price(USD): $24.95 |
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Title: Insider's Guide to the World of Pharmaceutical Sales (6th Edition) by Jane Williams ISBN: 0970415354 Publisher: Principle Publications Pub. Date: 08 April, 2002 List Price(USD): $37.49 |
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Title: Drug Rep Success: Top Selling Pharmaceutical Sales Guide by Alex Anderson ISBN: 1591133025 Publisher: Booklocker.com Pub. Date: 01 March, 2003 List Price(USD): $22.95 |
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