8/13/2019 Pharma Sales Handbook

1/16

Jose Bailey L. Bernaldez Jr.

Presentor

8/13/2019 Pharma Sales Handbook

2/16

The Pharmaceutical SalesRepresentative Handbook

A Field Handbook for All Current and Future Pharmaceutical Sales Representatives

8/13/2019 Pharma Sales Handbook

3/16

About the Book

The most updated, comprehensive, real world, field manual onmodern day pharmaceutical sales available today. Thishandbook was written by reps for reps. It was designed withyou in mind, those that are out in the field everyday; sellingand driving business for your company.

This is not a handbook for getting into the industryor how to interview for your next pharmaceuticalsales job, it is a boots on the ground field manualfor success in this field, updated to include whatthe environment is like today and what it will be

like in 5 years.

8/13/2019 Pharma Sales Handbook

4/16

Purpose of the Book

A quick reference guide, a field manual designed for the currentand future Pharma Sales Representative

Designed to help you excel in your current job as sales rep Discusses the ins and outs of the job with a real world

perspective Compilation of best practices, techniques and uniform approach

to many challenging situations you will face everyday Intended for the development of field reps and use a daily pocket

guide to be carried out everyday. Developed the Ten Rules to live by for reps, interwoven

in details in each chapter.

8/13/2019 Pharma Sales Handbook

5/16

10 Rules To Live By

1. Give 110% and then some each and everyday2. Always be ethical in everything you do3. Never lie to a customer. If you do not know the answer, go find

it and follow up4. Be professional and look professional at all times5. Strive to learn as much about this great industry as you can

6. Be a leader, be a volunteer, be PASSIONATE7. Go above and beyond training8. Remember, you are a guest in a customers office, treat

everyone with respect9. Listen more than you talk

10. Become an asset to your customer

8/13/2019 Pharma Sales Handbook

6/16

Chapter 1 Training: From The Home Office To The Field

Home Study Onsite Training

8/13/2019 Pharma Sales Handbook

7/16

Chapter 2 In the Field (Finally)

Planning Preparation Pre-call

8/13/2019 Pharma Sales Handbook

8/16

Chapter 3 Planning, Targeting, Routing And Sales Reports

8/13/2019 Pharma Sales Handbook

9/16

Chapter 4 Why Should They See you; How To Distinguish

Yourself From The Pack

Make a Difference Be Passionate

Rule of 72 The Golden Rule Dress for Success

8/13/2019 Pharma Sales Handbook

10/16

Chapter 5 Field Rides With Your District Manager

Preparing for your Field Ride Field Rides Car, Trunk and Storage Area

8/13/2019 Pharma Sales Handbook

11/16

Chapter 6 Meetings:District, Regional, National and Other

8/13/2019 Pharma Sales Handbook

12/16

Chapter 7 The Call:

How to do this in the real world

Full Presentation Call The One Two Minute Call The 30 Second Call The Signature Call

Overcoming Obstacles

To The Call

8/13/2019 Pharma Sales Handbook

13/16

Chapter 8 Going The Extra Mile

Attitude Discipline Passion Determination

8/13/2019 Pharma Sales Handbook

14/16

Chapter 9 Surviving In A Changing Environment

How Can I Survive All Of This Change

8/13/2019 Pharma Sales Handbook

15/16

Chapter 10 The Future

8/13/2019 Pharma Sales Handbook

16/16

The End