Making the cut

Haime, John
January 2009
Pharmaceutical Representative;Jan2009, Vol. 39 Issue 1, p19
The article discusses the fundamental competencies to reach sustainable and consistent levels of elite performance among sales professionals in the pharmaceutical industry. Self-awareness is the foundation of great emotional intelligence that is vital to effectively maintain the performance of sale professionals since it directly affects one's emotion. Competency also helps sales professionals in meeting a standard of excellence for consistency and sustainability.


Related Articles

  • Relax and learn. Sindhu, Jag // Pharmaceutical Representative;Apr2006, Vol. 36 Issue 4, p44 

    The article offers recommendations to medical representatives in handling negative responses and objections in pharmaceutical marketing. I has been suggested that medical representatives should trust in themselves and to remember that recognizing the opportunity to learn from their mistakes is...

  • You want me to do what? Eaton, Jeff // Pharmaceutical Representative;Apr2006, Vol. 36 Issue 4, p32 

    The article discusses sales training in pharmaceutical industry. It has been pointed out that becoming a sales trainer in the industry will be rooted from the talent and skills that the management recognized from an employee. Granted with the position as the sales trainer, an employee' skills...

  • Get their Act together. Evans, Nadine // Pharmaceutical Representative;Apr2006, Vol. 36 Issue 4, p28 

    The article focuses on the Medicare Prescription Drug, Improvement and Modernization Act. It has been pointed out that pharmaceutical sales trainers should figure out the needs for their sales forces to prepare for the potential impact of the implemented medical law. Starting medical sales...

  • Retention or guesswork? Webster, Brian // Pharmaceutical Representative;Apr2006, Vol. 36 Issue 4, p36 

    The article discusses the knowledge assessments on training of medical representatives. Created questions that get to the bottom of the knowledge is considered to be an effective way that is addressed to trainers. It has been pointed out that the knowledge that is confidently acquired by the...

  • What's WORRYING Sales? Gerard, Stephen E. // Pharmaceutical Executive;Oct2007, Vol. 27 Issue 10, p112 

    The article discusses the future of senior operations executives who support sales, marketing and managed markets in the U.S. in the midst of pipeline shortfall, drug-approval delays and increasing regulatory complexity. In such a new climate, operations executives must increased competencies in...

  • SELL YOU'VE GOT STYLE. Farber, Barry // Entrepreneur;Feb2008, Vol. 36 Issue 2, p76 

    The article offers tips for potential salespeople on how to approach barriers to achieve their career and personal goals. It suggests that salespeople should know how to cultivate and develop their skills and strategies based on the strategies used by qualified people and resources. In addition,...

  • The checklist. Chin, Jane Y. // Pharmaceutical Representative;Oct2007, Vol. 37 Issue 10, p32 

    The author presents a checklist essential for the quality and competency of clinical-sales professional in the pharmaceutical industry. The author said that it's good to know what a clinical trial actually is and how it contributes to available levels of scientific evidence before knowing the...

  • Buy or build? Powell, Valerie // Pharmaceutical Representative;Apr2009, Vol. 39 Issue 4, p20 

    In this article the author discusses the latest strategies in boosting the sales of pharmaceutical sales representatives. The author cites the training solution and needs for the amelioration of the sales personnel's career. The author highlights the relevance of building the customized training...

  • API Sourcing: Supplier's View. Stafford, Ambrose // Contract Pharma;Jan/Feb2011, Vol. 13 Issue 1, p58 

    The article reports on the growing interest of active pharmaceutical ingredients (API) sourcing in the pharmaceutical industry in the U.S. It mentions that the core competencies of pharmaceutical companies are drug discovery and development and sales and marketing. It cites the three important...


Read the Article


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

Try another library?
Sign out of this library

Other Topics