This book, written by David Currier (with Jay Frost), is a superb introduction to the career of pharmaceutical selling. David is an experienced professional (having worked with both pharma and biotech, and now with medical devices), and his practical and positive perspectives are very helpful for someone just starting out.
The amount of information is just right, and what I appreciated most was the tone (or the “voice”, as it would be expressed among medical writers) of the book. There was a realistic familiarity to the writing style, a personable approachability, so that the reader feels that the author is serving as a helpful mentor.
I kept asking myself, while reading, whether this volume would be most appropriate for someone seeking to break into the field, or a new rep trying to get underway. I finally decided that it was well-targeted for both. In fact, I have a friend looking to break into pharma sales and the next destination for this book is going to be his briefcase, tomorrow.
(A professional colleague suggested that one target would be brand-new hires, as an overview before the first round of initial sales training….a good thought.)
A very helpful element of the book is David’s continual practice of defining terms – as we all know, the pharmaceutical industry is full of jargon, and I cannot think of a better introduction than this one to help a new arrival get familiar with the basic landscape. Also, one of the best training methods is storytelling, and the book is sprinkled with a number of helpful illustrations drawn from field experiences.
For any new, or hoping-to-be-new field sales rep – highly recommended.