If you are trying to break into pharmaceutical sales or want to beef up your sales revenue the easiest and most cost effective way to do so is to become a student of sales and read books on sales strategy and sales skills. To make your job easier we have put together an overview of the top 5 books we feel are the best for pharmaceutical sales representatives.

1. The Top 5 Sales Training
Books for Pharmaceutical Sales
Representatives By Lisa Manley
Med Career News

2. If you are trying to break into pharmaceutical sales or
want to beef up your sales revenue the easiest and
most cost effective way to do so is to become a
student of sales and read books on sales strategy and
sales skills. To make your job easier we have put
together an overview of the top 5 books we feel are
the best for pharmaceutical sales representatives.

3. Spin Selling by Neil Rachman
Is based on the SPIN premise sales representatives
should look for when making sales calls: Situation,
Problem, Implication, Need Payoff. This is a fabulous
book for pharmaceutical sales representatives as
industry hiring managers look for people with
consultative sales experience. Pharmaceutical
managers want people who do not pitch the physicians,
but consult with them, to learn what needs their
patients have and how they can help. This is exactly
what Spin Selling teaches new representatives.

4. Mastering the Complex Sale Second
Edition by Jeff Thull
We like this book because it does not have a cookie
cutter approach to selling. It teaches people how to
identify needs of the customer and come up with
solutions. Pharmaceutical sales representatives
must identify the needs of physicians, with the goal
to get the physician to write prescriptions for the
drug they are selling.

5. How to Master the Art of Selling
by Tommy Hopkins
This book is an oldie but a goodie and the first
sales book I ever read. Tommy Hopkins believes
selling is a learned skill. We cannot agree more.
This book teaches sales techniques, like how to get
in the door and, most importantly, the close.
Pharmaceutical sales representatives should
become students of sales and this book is a good
start.

6. How to Win Friends and Influence
People by Dale Carnegie
Let’s face it, a fundamental truth in sales is you
must be likable and approachable to get in the
door. Ageless advice from a book written in 1936.
This book was designed to be a self-help book, but
we believe it is fabulous sales book. With
instruction on handling people, winning friends,
bringing people to your way of thinking, all skills
successful pharmaceutical sales people need.

7. Secrets of Closing the Sale by Zig
Ziglar
Being a sales representative is not rocket science.
The book focuses on some very simple facts that
the most successful sales people share. Things like
being prepared, be hard working, know your
customer! This book also has a strong focus on the
psychology of the close, one of the most telling
indicators of a top ranked pharmaceutical rep is
the ability to close the deal.

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