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8/13/2019 Pharma Sales Handbook
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Jose Bailey L. Bernaldez Jr.
Presentor
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The Pharmaceutical SalesRepresentative Handbook
A Field Handbook for All Current and Future Pharmaceutical Sales Representatives
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About the Book
The most updated, comprehensive, real world, field manual onmodern day pharmaceutical sales available today. Thishandbook was written by reps for reps. It was designed withyou in mind, those that are out in the field everyday; sellingand driving business for your company.
This is not a handbook for getting into the industryor how to interview for your next pharmaceuticalsales job, it is a boots on the ground field manualfor success in this field, updated to include whatthe environment is like today and what it will be
like in 5 years.
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Purpose of the Book
A quick reference guide, a field manual designed for the currentand future Pharma Sales Representative
Designed to help you excel in your current job as sales rep Discusses the ins and outs of the job with a real world
perspective Compilation of best practices, techniques and uniform approach
to many challenging situations you will face everyday Intended for the development of field reps and use a daily pocket
guide to be carried out everyday. Developed the Ten Rules to live by for reps, interwoven
in details in each chapter.
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10 Rules To Live By
1. Give 110% and then some each and everyday2. Always be ethical in everything you do3. Never lie to a customer. If you do not know the answer, go find
it and follow up4. Be professional and look professional at all times5. Strive to learn as much about this great industry as you can
6. Be a leader, be a volunteer, be PASSIONATE7. Go above and beyond training8. Remember, you are a guest in a customers office, treat
everyone with respect9. Listen more than you talk
10. Become an asset to your customer
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Chapter 1 Training: From The Home Office To The Field
Home Study Onsite Training
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Chapter 2 In the Field (Finally)
Planning Preparation Pre-call
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Chapter 3 Planning, Targeting, Routing And Sales Reports
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Chapter 4 Why Should They See you; How To Distinguish
Yourself From The Pack
Make a Difference Be Passionate
Rule of 72 The Golden Rule Dress for Success
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Chapter 5 Field Rides With Your District Manager
Preparing for your Field Ride Field Rides Car, Trunk and Storage Area
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Chapter 6 Meetings:District, Regional, National and Other
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Chapter 7 The Call:
How to do this in the real world
Full Presentation Call The One Two Minute Call The 30 Second Call The Signature Call
Overcoming Obstacles
To The Call
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Chapter 8 Going The Extra Mile
Attitude Discipline Passion Determination
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Chapter 9 Surviving In A Changing Environment
How Can I Survive All Of This Change
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Chapter 10 The Future
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The End