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Pre-Call Planning Pharmaceutical Selling
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This book is all about Pre-call planning for the pharmaceutical sales call. You will find a step by step approach to pre-call planning. Pre call planning is divided into four steps which are; market analysis, customer knowledge, calls objective setting and plan to execute the call. You will also find some competencies that are required while improving pre-call planning that are; relevant information gathering and analytically thinking and some useful tips to improve these competencies. Pharmaceutical selling has received attention from the electronic and print media due to unethical marketing tactics from some pharmaceutical companies. How you may differentiate the ethical and unethical needs of the customer, is provided with a brief discussion. For the self development of the Drug representative and the rating of the Manager, rating scale is all also available in this book. I am sure this book will help all the drug representatives to improve their selling skills and ultimately reach company revenue and profit and help them improve their career.