Publisher's Synopsis
This is a comprehensive guide for the pharmaceutical sales representative on sales skills to use with doctors and hospitals while observing correct procedures and building trust. It covers the structure of a hospital, medical staff, the hospital pharmacy, the hospital-based pharmacist, the nursing service, policies and procedures for hospital vendors, HIPAA essentials for the sales rep, sexual harassment, sales professionalism and building trust, customer management (with interviews of doctors and a hospital pharmacist), and powerful sales communication. The guide results from the collaboration of an exceptional sales representative, a doctor, a nurse/MBA/marketing executive, and a media expert. Those readers who wish to have an accompanying program with video and interactivity should also purchase the CD version.
