Summaries and Customer Reviews are supplied by Amazon.com

Average Customer Rating:

Basic Sales Text

Customer Rating:

With 10 years of sales expereince (within Pharmaceutical, Device, and Biotech indutries), it is my opinion that this book is for the sales beginner or someone just trying to get in to the industry. There is a chapter on clinical studies and how to critically read, understand and then present data in a sales call that matters to the customer. This chapter is very good for someone that is learning how decipher a clinical reprint down to a "p-value", but the rest is very, very basic information from call routing to call planning. I bought this as a possible sales tool in training new biotech representatives w/o sales experience, but I have found better texts available that do not have "biotech" in the title.

Helps Reps Gain Access Through Relationship Building

Customer Rating:

The only way to get physician access these days is through good relationship building techniques with physicians. 360 Degree Selling provides an extensive chapter on relationship building techniques with physicians. Reps are shown numerous ways to build and grow relationships with key physicians. There is a very interesting chapter on routing snd territory management that helps the rep build continuity into the relationship, through development of a consistent route plan. The book's chapter on physician personality styles tells reps how to identify doctor hot buttons and needs. Their website also provides a complete doctor sales call strategy plan that is customized to the doctor's personality style, at no cost. At the end of the day it is the relationship building techniques that the rep has established with the doctor, that will gain them access or not. This book is definately a read!

A Superb Resource For Job Interviews	Customer Rating:
360 Degree Selling is a great investment for anyone who is looking to make the transition into biotech selling. The book and their website provide an insight to the differences of selling and marketing biotech products.

"This Book Walks The Talk"

Customer Rating:

360 Degree Selling is a fabulous book! While most books and sales training courses talk about "how to," and theory, this book really helps you sell. The book covers doctor personality styles extensively, but goes a step further by inviting you to download and submit 360 Degree Selling Consultant forms to them, and they in turn supply you with a complete 360 Degree CRM Sales Strategy Report on any doctor. The strategy recommended really works, it's like having your own personal sales advisor. This is one selling book that walks the talk.

Superb Relationship Selling and a FREE Physician CRM Report!

Customer Rating:

This is a superb book on pharmaceutical relationship selling. The book provides an in-depth look at the different physician personality and prescribing styles, which is really what you need to know in today's crowded marketplace. All of this background information shows you the skills that you need in customer relationship management (CRM), in pharmaceutical selling. An added bonus is the the free physician CRM report that the publisher provides to all purchasers of the book. The 360 CRM Sales Strategy Report provides you with the complete relationship building information that you need to be successful with your physicians. I used it on one one my most difficult doctors, and it was right on the mark! This book really gives salespeople the added edge that is needed today.