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Excerpts
Chapter 17: Training
Pharmaceutical companies are renowned for their sales training and,
frequently receive international honors and kudos for the quality
and success of their training programs. You will be well prepared
to perform the requirements of your job the moment you step into
your sales territory.
The training program is designed to teach all types of individuals,
not just those individuals with science backgrounds, to learn the
information, pass all the tests and succeed as a sales representative
in the company. Recent figures regarding the average amount pharmaceutical
companies invest in the initial training of each individual sales
representative is over $75,000.
Most of the questions throughout training are multiple choice and
true or false. The company invests a tremendous amount of time and
resources in their training programs with the primary objective
of providing you with everything necessary to retain the information
and pass the course. Trainers will go out of their way to help you
in every way they can.
During the scheduled training class, you will focus on learning
more about the company, its product information, competitive product
information, company and FDA policy, marketing and selling skills.
Most of the training involves retention tools such as workbooks
and videotapes. Role playing, utilizing sales presentations, will
be a priority and a concurrent theme throughout your training period
and your employment with the company.
Once initial training has been completed, you will possess all the
knowledge and skills necessary to succeed in your new career.
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