Pharmaceutical Sales Management in a Changeable Marketplace (ISBN 0965623122)

Great Training Tool for DSMs:
I truly enjoyed reading this guide for pharmaceutical sales management. Having a number of years of experience in the pharma industry as a sales representative, training and development manager, and presently a member of the management team for a large pharmaceutical firm, I wish I had known about this gem earlier in my career. In essence, Peters and Yeats present the fundamental concepts of first line pharma sales management in a concise, easy to read style that any DSM can use to effectively lead his/her district to success. This program is a bargain that normally would cost a large pharma organization like mine a fair amount of capital, as a vendor would have to develop this training program from scratch. With this book you don't have to reinvent the wheel; basically, this approach is an easy, off-the-shelf solution to implement that will help prospective and current DSMs become great at what they do.

Written at a third grade level:
This book provides almost no information beyond common sense. Topics include "the file cabinet" and "the metal shelf". There are many many other books on sales to choose from. Don't buy this one.

An Outstanding Coaching Guide For District Managers:
This book provides an oustanding step by step coaching guide for District Managers to use with their pharmaceutical/biotechnology sales reps in the field. There is an extensive chapter on training, which covers pre-classroom training, classroom training, and post classroom training. The section of the chapter on post classroom training covers a very detailed way to set up a coaching visit in the field with sales reps. Ways to evaluate areas of strength and areas that need improvement, such as selling skills, product knowledge and sales call planning are all covered in the chapter. The manager is further guided on how much time to allocate on coaching sales reps with different competency levels. This book is definately a winner and a necessity for anyone who supervises sales people!

Helped me get a District Manager Job!:
This is a fantastic book that has all the answers for someone who is looking to enter pharmaceutical sales management. The book provided me with all the answers that I needed on job interviews for a district manager position, in fact I Aced them all. I was right on target with all my answers about district manager competencies and responsibilities. This book is definately required reading for all district manager candidates.

A Wonderful Book For New District Managers:
This book gets new district managers up and running in a very short time. The first six to nine months is a critical time for the new district manager, and this book makes those managers operational, quicker than anything we've ever seen. Pharmaceutical Sales Management In A Changeable Marketplace is standard issue to all of our new district managers. We are also using the book for new prospective district manager candidates.