9781581313864

Vault Career Guide to Pharmaceuticals Sales and Marketing

by
  • ISBN13:

    9781581313864

  • ISBN10:

    1581313861

  • Format: Paperback
  • Copyright: 2006-04-30
  • Publisher: Natl Book Network
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Supplemental Materials

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

Summary

Get the inside scoop on pharmaceutical sales careers with this new Vault Guide. Overview of the industry; functions in pharmaceutical sales: field sales, sales management, training and development, instructional design/content development, project management; jobs and career paths; getting hired - education, interview preparation, and more.

Table of Contents

INTRODUCTION 1(4)
THE SCOOP 5(68)
Chapter 1: Overview of the Biopharmaceutical Industry
7(18)
The Global Biopharmaceutical Industry
7(2)
The U.S. Pharmaceutical Industry
9(2)
The Federal Government's Role
11(2)
Innovation: The Industry's Main Driver
13(7)
Managed Care: A Bigger Player
20(1)
Controversy at the Food and Drug Administration (FDA)
21(4)
Chapter 2: Biopharmaceutical Industry Trends
25(12)
Demographic Trends Favor Growth
25(3)
Strategic Alliances with Biotechs
28(3)
Drug Prices Expected to Rise
31(1)
Continued Industry Consolidation
32(1)
Spending on Direct-to-Consumer Advertising
33(1)
Industry's Global Outlook is Positive
34(3)
Chapter 3: Major Issues and Challenges
37(12)
Pricing
38(1)
Generics
39(1)
Direct-to-Consumer (DTC) Advertising
40(2)
Ethics in Marketing Pharmaceuticals
42(1)
Drug Safety Evaluation and Approval at the FDA
43(1)
Issues in the Global Pharmaceutical Industry
44(2)
Bioterrorism and Other Public Health Issues
46(3)
Chapter 4: Discovery, Testing & Approval Process
49(8)
An Overview of the Process
49(2)
Discovery
51(2)
Clinical Testing
53(1)
FDA Review and Approval
54(3)
Chapter 5: Overview of Jobs and Career Paths
57(16)
Biopharma Sales and Marketing
57(1)
Sales Positions: Field Sales, Sales Management and Managed Markets
58(5)
Marketing: Marketing Management, Marketing Support and Sales Training
63(10)
GETTING HIRED 73(60)
Chapter 6: Educational Requirements and Internships
75(12)
Requirements by Position
75(7)
Education Programs
82(4)
Internships
86(1)
Chapter 7: Resumes and Cover Letters
87(14)
Overview of Pharma Sales Resumes
87(2)
Resume Content
89(3)
Resume Sample: Recent College Graduate
92(1)
Resume Sample: Early Career with Some Sales Experience
93(1)
Resume Sample: Experienced Professional and Career Changer
94(1)
Resume Sample: Experienced Professional and Career Changer
95(2)
Cover Letters
97(1)
Cover Letter Sample: Recent College Graduate
98(1)
Cover Letter Sample: Early Career with Some Sales Experience
99(1)
Brag Book
100(1)
Chapter 8: Hiring Process and Interviews
101(14)
Getting Started
101(2)
Preparing for the Interview
103(3)
Sample Interview Questions by Position
106(6)
Questions to Ask the Interviewer
112(1)
Following Up
113(2)
Chapter 9: Career Transitions
115(8)
Moving into Pharmaceutical Sales
115(1)
Case 1: Nurse to Pharmaceutical Sales Representative
116(1)
Case 2: BS-level Associate Scientist to Pharmaceutical Sales Rep
117(1)
Case 3: Healthcare Analyst to Pharmaceutical Sales Rep
118(5)
Chapter 10: Career Paths
123(10)
Career Development: Leadership Programs, Mentors
123(1)
Career Path Cases
124(9)
ON THE JOB 133(36)
Chapter 11: Corporate Policies
135(8)
Compensation Plans
135(1)
Benefits
136(3)
Dress Code
139(1)
Socializing and Networking
140(3)
Chapter 12: Life on the Job
143(20)
Executive Sales Representative
143(3)
Specialty Sales Representative
146(4)
Sales Management
150(3)
Managed Markets
153(3)
Marketing Management
156(3)
Marketing Support: Sales Training
159(4)
Chapter 13: Corporate Culture
163(6)
Type of Organization
163(1)
Origin of Top Leadership
164(1)
Scope of Integration
165(2)
Final Analysis
167(2)
APPENDIX 169(28)
Resources in Pharmaceutical Sales and Marketing
171(4)
Top Pharmaceutical Employers
175(8)
Internship Information
183(10)
Pharma Glossary
193(4)
About the Author 197

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