#business #sales #pharmaceuticals —– The main lesson from the real life case study we looked at over the last two blog posts is that selling pharmaceuticals sometimes require the building of long term business relationships over time rather than going for the quick sales as in retail sales. Companies that conduct good pharmaceutical sales training for their reps should teach relationship building with customers over time.
The drug rep took the time to build Dr. W.’s trust and provided good service over an entire year by such activities as keeping the doctor up to date with clinical information and drug samples as well as bringing him to high level medical educational events. Consistent service was the key in building long term business relationships.
Dr. W. was initially a worse case scenario since he personally experienced the drug’s side effect himself but the drug rep was able to eventually turn him around and made him into one of the biggest users of the product. The new drug rep in this case study was in fact me during my very first year on the job after attending initial pharmaceutical sales training at head office. This was one of my most memorable stories from out in the field during my entire career.
Building business relationships in your own network with the goal of landing a pharmaceutical sales position is also important. Rather than being one of the nameless hundreds of candidates who apply for each job opening, it is much better to be the first one to be recommended for positions when they come up.
My book ‘How To Get A Dream Job In Pharmaceutical Sales – Direct Inside Advice and Guidance From a Sales Manager‘ shows you how to build such a network. With so much competition for jobs these days, you can’t afford NOT to build a network if you are indeed serious about getting a pharmaceutical sales job.