In times of economic uncertainty, a job in the healthcare field can provide job security, as well as the fulfillment of working in an area that helps people. Students explore the pharmaceutical industrylarge, well-established drug manufacturers, biotech companies, and generic drug companies. They also discover the responsibilities of pharmaceutical sales reps, in the field and in the office as well as how the reps plan and organize. Helpful tips for becoming an outstanding sales rep, including information about career ethics, career preparationboth in high school and in collegecommunication skills, ways to gain experience, how to obtain a job, and on-the-job training are areas covered in this thoughtful volume.
[This book is an] organized 'formulary' written for those who are considering a specific field - 'drug reps', as they are known in the industry.-Introd.
About the Author Carl Schott has successfully navigated three career changes over the past 30 years. His essential vision? Career moves are often possible and even advisable if the new career requires the same GENIUS (according to Webster “the peculiar structure of mind with which an individual is endowed . . .”) that brought success in prior endeavors. Driven at an early age to intellectual pursuits, Carl obtained his Ph.D. degree from the University of Notre Dame. During the Vietnam War era he served as an Army Officer, ultimately becoming a Strategic Intelligence Analyst in the Office of the Chief of Staff for Intelligence at the Pentagon. Captivated by his first experience of leadership and management in the military, he entered the business world in New York City and had a successful career in merchandising and management with Bloomingdale’s, Lord & Taylor, and Mitchells. As Store Manager of the prestigious Mitchells of Westport CT, and as Operating Vice-President and Managing Director within the Lord & Taylor system, Carl developed skills that later propelled his pharmaceutical sales and management career. In 1992, after evaluating the costs to their family of continued big city life, Carl and his wife Ilona moved to Pennsylvania in a classic “Green Acres” migration and entered the pharmaceutical industry. Within three years, he became G.D. Searle’s National “Rep of the Year” and moved back into Management as a District Sales Manager. Following the merger of Searle with the Pharmacia & Upjohn Company, Carl helped pioneer the position of Regional Staffing Manager. He was responsible for the recruitment, screening and placement of candidates in sales and management positions covering a seven state area and the District of Columbia. In his staffing assignment, he interviewed more than 3000 candidates. Of these, 175 were hired by his company and more than 98% of them were still successful in the field two years later when his company was acquired by Pfizer. Carl then joined Inventivhealth in that company’s premier pharmaceutical recruiting organization and in just four years, placed 700 candidates in Florida and Puerto Rico alone. Many of them completed this workbook before interviewing successfully. Carl’s passion for helping people navigate through their own “changes” prompted him to form Schott Associates, Inc. In this role, Carl is a servant-leader in the Pharmaceutical recruiting industry, helping candidates and clients realize their professional goals.
Get the inside scoop on pharmaceutical sales careers with this new Vault Guide. Overview of the industry; functions in pharmaceutical sales: field sales, sales management, training and development, instructional design/content development, project management; jobs and career paths; getting hired - education, interview preparation, and more.
A great way to jump-start your career in pharmaceutical and biotechnology sales! "Be brief, be bright, be gone" is the philosophy that launched David Currier to a successful career as a pharmaceutical sales representative. Simply stated, this approach encourages aspiring sales professionals to: Be brief-Keep your sales presentations short and to the point. Be bright-Understand your product and its clinical context. Be gone-Respect your customer's time. But that is only one piece of advice an aspiring representative should retain from this book. This book also covers: Pros and cons of a career in pharma/biotech sales How to land a job with a major pharma/biotech company Getting to know your customers (physicians and hospitals) Selling skills, basic etiquette, sales call basics and lots more, including 10 key tips that help ensure long-term career success. This is the book that top pharmaceutical and biotech sales trainers have asked for! "I wish I read this book when I got started. It is easily the best book I have seen on the subject."-Ellen F. Simes, Springfield, MA, Pharma/biotech trainer "Anyone even thinking about a career in the industry should read this book."-Pam Marinko, Wilmington, NC, Pharma/biotech trainer "Wow! Very well done. Some really good information for folks just starting out-and for veterans like me, too."-JoAnne Skypeck, Holyoke, MA, Pharmaceutical sales representative
Ferguson's Careers in Focus books are a valuable career exploration tool for libraries and career centers. Written in an easy-to-understand yet informative style, this series surveys a wide array of commonly held jobs and is arranged into volumes organized by specific industries and interests. Each of these informative books is loaded with up-to-date career information presented in a featured industry article and a selection of detailed professions articles. The information here has been researched, vetted, and analyzed by Ferguson's editors, drawing from government and industry sources, professional groups, news reports, career and job-search resources, and a variety of other sources. For readers making career choices, these books offer a wealth of helpful information and resources. Each profession article includes: Quick Facts: a snapshot of important job facts Overview: briefly introduces duties and responsibilities History: describes the origins and history of the job The Job: describes primary and secondary goals and duties Earnings: discusses salary ranges and typical fringe benefits Work Environment: looks at typical work conditions and surroundings associated with the job Exploring: offers suggestions on how to gain experience and knowledge about—or even test drive—a career before making a commitment Education and Training Requirements: discusses required high school and post-secondary education and training Certification, Licensing, and Special Requirements: explains recommended and required certifications or prerequisites for the job Experience, Skills, and Personality Traits: summarizes the personal traits and skills and professional experience needed to get started and succeed Employer Prospects: gives an overview of typical places of employment and the best ways to land a job Advancement Prospects: presents an expected career path and how to travel it Outlook: summarizes the job's potential growth or decline in terms of the general economy and industry projections Unions and Associations: lists essential and helpful professional groups Tips for Entry: additional tips for preparing for a career and getting a foot in the door For More Information: lists organizations that provide career information, networking, and professional development Sidebars: short features showcasing stats, trivia, and insight about a profession or industry Careers in Focus: Pharmaceuticals and Biotechnology, Third Edition covers 28 jobs, including: Biochemical Engineers Biochemists Bioinformatics Specialists Biologists Biomedical Engineers Biomedical Equipment Technicians Biotechnology Patent Lawyers Biotechnology Production Workers Biotechnology Research Assistants Chemical Engineers Chemical Technicians Chemists Clinical Research Coordinators Drug Developers Genetic Engineers Genetic Scientists Laboratory Technicians and Technologists Laboratory Testing Technicians Pharmaceutical Industry Workers Pharmacists Pharmacologists Pharmacy Technicians Senior Care Pharmacists Toxicologists
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Pharmaceutical product development is a multidisciplinary activity involving extensive efforts in systematic product development and optimization in compliance with regulatory authorities to ensure the quality, efficacy and safety of resulting products.Pharmaceutical Product Development equips the pharmaceutical formulation scientist with extensive
The premiere step by step guide on how to land a six figure sales job in today's super competitive market. Written by a 20 year pharmaceutical and medical device sales leader, this guide gives you the practical guidance needed to be the top candidate for any sales job. The book was written primarily for people who have been laid off from a sales position but can be used by anyone to give them advantage. This book helps with writing a great resume, setting up an all-star LinkedIn profile, how to use a LinkedIn strategy, phone screen advice, and face to face interviews. Did you know that 85% of people hired at a company are from internal referrals? This book helps you become an internal referral even if you do not know anyone at the company. Greg Novarro gives his expert advice that he gives all of his clients when he speaks to them one on one. Screen shots help you navigate hidden LinkedIn tricks that allow recruiters to find you over other qualified candidates. Greg is also an expert on hiring since he has led national sales teams and knows what he looks for in top sales candidates. Through this inside information Greg gives you a step by step guide on how to conquer the STAR format of behavioral questions. There is a template you can use to prepare for these questions which will give you the confidence to ace the interview. This book gives you more advanced questions to ask during interviews that will set you apart from all other candidates. Greg helps you to identify your WHY and HOW which most sales people DO NOT DO well during the interview process. Greg's advice has helped hundreds of people gain top paying sales positions and his expert advice is now available in an affordable downloadable guide. This guide is like having the answers to a final exam. You get the inside tips needed to be prepared for any sales interview situation. If you are in pharmaceutical, medical devices, capital equipment, durable goods, diagnostic, IT, or really any sales position and want to ace your next interview then you need this book. Your competition may already have it.
“The stories are skillfully told and entirely entertaining . . . An expert, mostly feel-good book about modern medicine” from the award-winning author (Kirkus Reviews, starred review). Behind every landmark drug is a story. It could be an oddball researcher’s genius insight, a catalyzing moment in geopolitical history, a new breakthrough technology, or an unexpected but welcome side effect discovered during clinical trials. Piece together these stories, as Thomas Hager does in this remarkable, century-spanning history, and you can trace the evolution of our culture and the practice of medicine. Beginning with opium, the “joy plant,” which has been used for 10,000 years, Hager tells a captivating story of medicine. His subjects include the largely forgotten female pioneer who introduced smallpox inoculation to Britain, the infamous knockout drops, the first antibiotic, which saved countless lives, the first antipsychotic, which helped empty public mental hospitals, Viagra, statins, and the new frontier of monoclonal antibodies. This is a deep, wide-ranging, and wildly entertaining book. “[An] absorbing new book.” —The New York Times Book Review “[A] well-written and engaging chronicle.” —The Wall Street Journal “Lucidly informative and compulsively readable.” —Publishers Weekly “Entertaining [and] insightful.” —Booklist “Well-written, well-researched and fascinating to read Ten Drugs provides an insightful look at how drugs have shaped modern medical practices. Towards the end of the book Hager writes that he ‘came away surprised by some of the things he had learned.’ I had the very same reaction.” —Penny Le Couteur, coauthor of Napoleon’s Buttons: How 17 Molecules Changed History
