hireRx | Be Brief, Be Bright, Be Gone: Career Essentials for Pharmaceutical Representatives

Be Brief, Be Bright, Be Gone: Career Essentials for Pharmaceutical Representatives by David Currier
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Publisher: iUniverse (4/1/2001) ISBN: 0595174183 Edition: 1 Paperback: 168 pages Dimensions: 9 x 6.1 x 0.5 inches Average Customer Review: based on 6 reviews.
�Be brief, be bright, be gone� is the philosophy that helped launch author David Currier to a successful career as a pharmaceutical sales representative and sales trainer. Simply stated, this philosophy suggests that aspiring pharmaceutical sales representatives should: 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. This is the one piece of advice a representative should retain from this book. But there�s a lot more: Pros and cons of a career in pharmaceutical sales How to find and land a sales job at a major pharmaceutical company How to survive the training process How to organize your office, car, and time An overview of your key customers�physicians and hospitals Selling skills and basic etiquette Profiles of �standard� and �30-second� sales calls How to use sales aids Dealing with managed care 10 tips on how to jump-start your pharmaceutical sales career �plus names, addresses, and web addresses of the top U.S. pharmaceutical companies. This is the book that top pharmaceutical sales trainers have asked for! This book is ideal for: College students/graduates considering a career in pharmaceutical sales Anyone who is about to apply or interview for a pharmaceutical sales position Newly hired pharmaceutical sales representatives Sales professionals in any industry thinking about a career switch to pharmaceuticals "I wish I had read this book when I got started. It would have shortened my learning curve considerably and will do just that for anyone starting out today. This is easily the best book I have seen on the subject."�Ellen F. Simes, Springfield, MA, Pharmaceutical sales trainer, former award-winning pharmaceutical sales representative, and registered pharmacist

Customer Reviews
Outstanding for the wanna-be, the new-bie, and the veteran! Most books on this topic drone on about the perks of the business. While it's true, it often sugar-coats the fact that this job is a demanding one, and isn't really a cake-walk. 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.

Good But Could Be Better Easy reading and informative. However it seems to be better geared to those who have just entered the industry. There are better sources for those looking to crack the competitive field of Pharmaceutical Sales.

Informative, and Delightful Read The Author's style is a little like "What They Don't Teach You at Harvard Business School" By Mark H. McCormick and it is superbly layed out carefully just for Pharmaceutical Sales. 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. ;-)

Gain knowledge about the day-to-day job itself This book gives you insight into the day-to-day challenges, obstacles and joys of being a pharm sales rep. I strongly encourage anyone considering this field as an occupation to read this book before beginning their interview process. Many of the things I learned from this book I was able to refer to during my job interview with a Fortune 25 company. It helped me land this job very quickly because I was aware of the day-to-day aspects of being successful as a Pharm Sales Rep.

Be Brief. Be Bright. Be the best with this Book! Over the past 20 years, I have had experience with the pharmaceutical industry as an employee, customer, and vendor. Of all the books out there, this book provides the best overview on a pharmaceutical sales career for someone considering this profession. This includes college students interested in pharmaceutical sales, anyone considering a career change, and job applicants or newly hired representatives. 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.