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Author
Preface
Welcome
Part 1
Chapter 1 You're a Rep! Now What?
Overview
Rep Safety
Chapter 2 Pharmaceutical Sales Representative
Rep Training
Rep Job Responsibility
Rep Evaluation
Chapter 3 Adult Learner
Characteristics
Personality Styles
Performance Analysis and Review
Chapter 4 Physician Education and Training
Physician Education
Physician Training
Jobs available to Physicians
Chapter 5 Successful Selling
Successful Selling Requirements
Basic Sales Presentation
Detailed Sales Presentation
Sales Call Evaluation
Part 2
Chapter 6 Office-Based Physicians
Relationship Selling
Consultative Selling
Physicians Calls
Gatekeeper
Door Openers
Chapter 7 Hospital-Based Physicians and Departments
Hospital Sales Calls
Private and Public Hospitals
Hospital Departments
Key Hospital Personnel
Physician Access
Nursing Homes
P&T Committee
Emergency Medicine
Part 3
Chapter 8 Selling to Pharmacists
Pharmacist's Job Description
Omnibus Budget Reconciliation Act
Pharmacy Sales Calls
Clinical Pharmacists
Hospital Pharmacy Department
Nursing Homes/Institutions
Staff Pharmacists
Pharmacy Consultants
Community Projects
Chapter 9 Managed Care
Managed Care Organizations
Pharmacy Benefit Manager
HMO Variations
Contract Models
Capitation
Selling to MCO Physicians
Prior Authorizations
Conclusion
Part 4
Resources
Index
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
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Add Professional Pharmaceutical Selling, Professional Pharmaceutical Selling was written to help the new pharmaceutical sales representative excel at their new job. Written by Jane Williams, best-selling author of the Insider's Guide to the World of Pharmaceutical Sales, this title provides the , Professional Pharmaceutical Selling to the inventory that you are selling on WonderClubX
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Add Professional Pharmaceutical Selling, Professional Pharmaceutical Selling was written to help the new pharmaceutical sales representative excel at their new job. Written by Jane Williams, best-selling author of the Insider's Guide to the World of Pharmaceutical Sales, this title provides the , Professional Pharmaceutical Selling to your collection on WonderClub |