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Pharmaceutical selling is different ..entirely different from the usual selling. The primary difference is that the person who is in fact paying for the drugs is not the decision-maker. The decision making authority is someone else... the doctor. The patient or the end user, in turn is the doctor´s customer. So basically two customers need to be satisfied, the doctor as well as the patient. The job of a pharmaceutical salesperson is also very interesting in the sense that he has nothing to sell to his customer on the spot, nor can he deliver a live demonstration. He has to sell the concept, the research, the features and benefits and the scientific knowledge, a job much more difficult than is perceived. But still there are thousands and thousands of pharmaceutical sales people worldwide doing a fine job and satisfying their ever-demanding customers. The role of a pharmaceutical salesperson has shifted over the years from a typical salesperson to that of a consultant or a facilitator. Knowledge has made the difference. Using these notions as the basis, this book is primarily intended for the use of frontline pharmaceutical salespersons...

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