The book contains basic information about the structure and characteristics of the pharmaceutical market, the planning and tactics of the work of the MP with the main target groups (doctors, pharmacies, hospitals). Detailed descriptions of MPs' activities in various segments of the pharmaceutical market are given, specific tools for drug promotion are offered: pharmacy merchandising, interactions with key figures in the hospital and budget-tender segment. Also, the basic concepts of sales territory management and work with key clients are given: methods for their selection and strategy for the development of the client base. The manual also offers such basic tools for the work of the MP as professional negotiation skills (including with difficult clients), as well as public speaking skills to various target audiences.
The book is of interest, both for employees of pharmaceutical companies, and for all persons related by the nature of work with the pharmaceutical business in Russia and the CIS countries.
The book is devoted to the pharmaceutical business. She was written by a training manager of one of the largest pharmaceutical companies responsible for training medical representatives in Russia and the CIS countries. This is one of the first publications in which the peculiarities of sales of medicines in the Russian market are analyzed. Considered in detail all the stages of the medical representative of the pharmaceutical company. The key factors that determine the competitiveness of the pharmaceutical market - a promising area of business activity. For greater availability of material in the book includes original charts and tables. For medical representatives and managers of pharmaceutical companies, marketing professionals and doctors interested in the pharmaceutical business.Publisher: Medical Information Agency, 2004Paperback, 192 pp.
Circulation: 2000 copies.
Format: 84 × 108/32 (~ 130x205 mm)
The art of selling medicines
The book is devoted to the pharmaceutical business. She was written by a training manager of one of the largest pharmaceutical companies responsible for training medical representatives in Russia and the CIS countries. This is one of the first publications in which the peculiarities of sales of medicines in the Russian market are analyzed. Considered in detail all the stages of the medical representative of the pharmaceutical company. The key factors that determine the competitiveness of the pharmaceutical market - a promising area of business activity. For greater availability of material in the book includes original charts and tables.
For medical representatives and managers of pharmaceutical companies, marketing professionals and doctors interested in the pharmaceutical business.
Publisher: Medical Information Agency, 2006
Paperback, 208 pages.
Circulation: 4000 copies.
Format: 84 × 108/32 (~ 130x205 mm)
The book will be useful to medical representatives and regional managers of pharmaceutical companies.
original title - Hard Sell: The Evolution of a Viagra Salesman
By Jamie Raidie
Editor: Alexey Kalinin
Translator: A. Lisitsyna
From the publisher about the book Jamie Raidy How I Sold Viagra.
In his witty memoirs, Jamie Raidy reveals to us the most intimate secrets of the modern pharmaceutical industry, describing questionable and even shocking working methods of the largest pharmaceutical companies, sales agents, nurses and doctors. The author frankly talks about his work at Pfizer, a manufacturer of Viagra and other well-known drugs, and gives shocking facts from the practice of transnational corporations, which you would prefer never to know. You will be shocked to learn the whole truth about modern methods of doing business in the pharmaceutical industry, about how the system that produces and sells medicines to us and thanks to which the author used to earn his living, actually works.
Integral binding, 352 pp.
Circulation: 3000 copies.
Format: 84 × 108/2
Bible medpreda. Territory Management
Help the medical representative: organizing a collective event
Hello, I am a medical representative. Or a new case of doctors
Bychkov A.T., Shakhov A.V.
The concept of meaningful visit to the doctor.
The book has a scientific and practical nature. Designed for a wide range of pharmaceutical companies. The authors professionally investigate the essence of the technique of selling medicines, other medical products. The sales technique is considered as an element of the marketing mix that influences
on the state of the drug market, as well as the level of competition of pharmaceutical companies. The book critically analyzes the current models of sales techniques, reveals problems in the field of medical relations
representatives and their clients-doctors. To overcome the shortcomings of the traditional sales techniques, the concept of the Substantial Visit is presented. In it, the authors summarize many years of practical experience in pharmaceutical companies, developing and conducting trainings in the field of sales techniques. For the first time, for professional publications focused on the pharmaceutical market, the psychological and communication patterns of individual interaction between a medical representative and doctors as his clients are deeply and widely disclosed. The book contains many practical examples, analysis of educational situations based on the realities of the pharmaceutical market and the practice of medical representatives.
The guide is intended for managers of all levels of pharmaceutical companies. Understands the issues swinging the main responsibilities of the manager, how to perform them. Describes in detail the methods of recruitment and evaluation (certification) of staff, work planning in the entrusted sales territory.
The book describes the algorithm and tools for the preparation of regional business plans, gives practical formulas and recommendations for the optimal use of company resources. Separately, the issues of staff motivation, principles of coaching (including conducting double visits) and training of pharmaceutical company employees are considered. It describes the principles of working with key customers and OL, skills in conducting business negotiations with customers.
Publisher: International Development and Training Center, 2007
Successful business medrepa
For his book, The Successful Business of Medrep, Alex Anderson, Head of Medical Representatives at one of the largest US pharmaceutical companies, chose a parable with anecdote elements. Easily and fascinatingly, but without slipping into primitiveness, he shares his experience in selling pharmaceuticals, and also gives friendly advice to candidates for the post of medrep on how to withstand an interview. Those who are interested in a career as a seller in a pharmaceutical company will find answers to the following questions:
-How to get into the pharmaceutical company from the "back door"
-How to prepare for the interview for the position of medical / sales representative.
-How to succeed in sales of pharmaceuticals.