The Scoop on specialty sales

Herman, Rayna; Rosenthal, Rick
December 2005
Pharmaceutical Representative;Dec2005, Vol. 35 Issue 12, p26
The article cites ways on how specialty representatives can achieve target sales. Specialty representatives focus on one area, call on specialists and sell one or more specialty products. Representatives must have strong product and disease state knowledge. He must possess planning, organization, time management and prioritization and account management skills.


Related Articles

  • As The Economy Tightens, It's Produce Or Die For Top Salespeople. Friedman, Sidney // American Salesman;Jul2006, Vol. 51 Issue 7, p28 

    The article offers advice on how salespeople can stay successful during economic decline. Time is the most valuable asset in any salesperson's career and mastering time becomes important in a down economy. Planning, approach and background are important. One Critical Moment depends on the...

  • Maintain or regain your peak selling performance. Cowan, Howard B. // Sell!ng;Aug2001, p1 

    Discusses how a salesperson can regain and maintain peak performance in selling. Basics of selling; Role of planning; Importance of time management.

  • Control your time to increase your sales. Allen, Daryl // Sell!ng;May2001, p9 

    Presents tips on time management for salespeople. Estimating the value of one's selling time; Minimizing and eliminating nonproductive activities; Effect of poor time management on sales performance.

  • How You Can Increase Your Productivity. Kaye, Steve // American Salesman;May99, Vol. 44 Issue 5, p19 

    Focuses on the importance of time management to sales professionals. Steps in time management; Goals for effective time management; Tips to accomplish goals; Systems for dealing with procastination; Simple system for time management.

  • Salespeople need to spend more time selling proactively. Feiertag, Howard // Hotel & Motel Management;4/15/2002, Vol. 217 Issue 7, p24 

    Presents the results of a survey on how salespeople spend their time in the U.S. Hours spent by sales managers at work; Activities of salespeople; Productivity of the time spent in sales activity.

  • Windshield time: Before and after opportunities. Gitomer, Jeffrey // Grand Rapids Business Journal;1/21/2014, Vol. 32 Issue 3, p9 

    The article offers suggestions on utilizing on windshield time by sales personnel.

  • Two ways productive sellers take control of their valuable time.  // Sales Insider;12/17/2010, Vol. 5 Issue 102, p2 

    The article describes two ways productive sellers manage their schedules.

  • Sales professionals' chief time wasters.  // Sell!ng;Oct97, Vol. 5 Issue 3, p14 

    Lists the factors that contribute to wasting a sales professional's time. Spending too much time in the office; Inability to qualify prospects; Reluctance to ask for orders; Lack of planning salesperson's territories; Inefficiency in use of commuting and travel time.

  • Time For Success: A New Approach To A Familiar Challenge. Preston, David R. // American Salesman;May99, Vol. 44 Issue 5, p13 

    Focuses on the importance of time management to sales professionals. Factors complicating time management; Key to achieve professional goals; Effect of streamlining business; Types of activities in which professionals can invest their time.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics