How to Break Into Pharmaceutical Sales: A Headhunter's Strategy

by Tom Ruff

Book Overview

Today, more and more candidates are competing for positions in the rewarding field of pharmaceutical sales. With Tom Ruff on your side, you can become one of the breakthrough stories. In his... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0978607015
• ISBN13: 9780978607012
• Release Date: June 2007
• Publisher: Waverly PR
• Length: 240 Pages
• Weight: 1.05 lbs.
• Dimensions: 0.6" x 6.1" x 8.9"

Customer Reviews

Useful and enjoyable guide

One of my teaching assignments is at a small community college, where I sometimes help with the career counseling office. This book is a very useful one, not only for the specific subject (pharmaceutical sales), but also for the many general tips and pieces of advice that can be useful to those seeking any type of sales job. I was interested in this book when offered (truth in advertising - I was given this book as a review copy) because one of my students had mentioned that his goal was to get into pharmaceutical sales. According to Ruff's introduction, pharmaceutical sales is one of the best jobs around - it is ranked in the top 20 of Best Jobs in America by CNNMoney.com. Ruff's break into this business came from finding that people were eager enough to get the chance to break into this field that they were bringing him gifts to get to speak with hiring managers. Also, pharmaceutical sales is a booming business - as the population ages, and as medical technologies come up with more and more options, the process of sales (which involves a good amount of education as well) is all the more important. As evidence of the growth potential, Ruff cites the statistic that the number of professionals in the field has grown from 20,000 in 1970 to 100,000 now. However, this growth also means that the competition is fierce. Candidates for jobs must work even harder to stand out from the crowd. Many of the tips in this book are applicable for any job seeker - resume tips, interviewing techniques, ideas on networking, etc. For example, in the resumes chapter, Ruff gives several examples, and also discusses the `brag book' concept - a sort of portfolio with diplomas, certificates and awards, recommendations, and other materials designed to make one look good. Ruff looks at every aspect - no detail is too small, from the voice on the telephone to the way one appears in person, both in terms of grooming and behavior. The 2-second rule is a good one in general for any conversation, not just interviewing: `Great listening skills are important in an interview, as they will be on the job. Follow the two-second rule: wait two seconds before responding to the interviewer's question. This may feel counter-intuitive at first.... Don't jump on the tail end of your interviewer's sentences. While you may sound eager, you will not come off as polite or professional.' Ruff also includes statistical analysis drawn from successful salespeople as well as managers so that the most likely questions and issues can be used. Ruff also includes a list of sample questions - the list is extensive, and likely beyond what any interviewing process will ask, but any one of the questions could be asked, so it is important to have a ready and worthwhile response. One addendum Ruff adds to this list is the latest `gotcha' question from the interviewer: `Where did you tell your employer you were today?' There's only one right answer, according to Ruff. Read this book to f

Pharmaceutical Employment Secrets Revealed by an Insider

You must own this book if you're in pharmaceutical sales or thinking of entering pharmaceutical sales. Written by a top headhunter in the field, Tom Ruff, this book gives insightful keys to successfully landing a new job. No one is better suited to give job seekers advice than headhunter who sees hundreds of applicants and works with dozens of pharmaceutical companies. Talk about keeping your finger on the pulse of the market! This book gives insights from practical, daily experience. The parts of the book most valuable to me were the breaking in strategies and the interview techniques. Of particular interest to me were the interview techniques for one-on-one interviews, panel interviews, how to adeptly use the two-second rule, using of the "brag book," and the creative follow-up ideas. The tip on calling the Customer Service department to prepare for an interview was deceptively simple and invaluable. How to Break into Pharmaceutical Sales: A Headhunter's Strategy gives practical examples of using the Internet as a tool in the job search and it also stresses the importance of personalization before and after the interview. Handwritten thank you notes are preferable over e-mail thank you notes, for instance. The book draws on a wealth of sales and motivational resources from outside the pharmaceutical world, too. The bibliography at the end lists a who's who of top sales trainers and motivational writers whose ideas permeate the pages--everyone from Ben Franklin to Dale Carnegie to Stephen Covey. Anyone in pharmaceutical sales, or considering it for a career, will benefit from reading this well-written, concise and practical book.

THE Pharmaceutical Sales Bible...

Tom Ruff's debut novel "How to Break Into Pharmaceutical Sales - A Headhunter's Strategy" is a MUST-OWN book for anyone interested in a successful and lucrative career in pharmaceutical sales! This book clearly defines the necessary steps to achieve greatness in the highly competitive biotech industry, with lots of valuable advice from experts in the field. Ruff's book is THE PHARMACEUTICAL SALES BIBLE... extremely informative and highly motivating. This book guarantees to inspire and challenge you!

It works! Informative and Inspirational

I definitely recommend this book. I am currently in the process of changing careers from a teacher to a pharmaceutical sales rep. It helped me to feel less stressed and more prepared to take on the whole process of entering the world of pharma sales. I have read many other books on this subject and this is by far my favorite. It was written in today's languague, very current, informative and motivational. I was able to apply the tips and tools it provided immediately. It also provided a well rounded view of what it takes to be successful once you land the job. I have a very exciting addition to my response above... As of yesterday I was offered a pharmaceutical sales representative position. The offer came from the first company I interviewed with. I credit a tremendous amount of what I learned from this book for making my interview process successful. From the resume, to the first and second interview questions to prepare for, to creative ways to make and impact, and to the deailed ride along format, I know I wouldn't have had this success (and certainly not as quickly) without the guidance of this book.

Clues for Success Direct from a Top Headhunter

'How to' books continue to flood the market, the topics ranging from weight control to meditation to planning for financial independence for seniors to fixing the plumbing or the car or the home re-do plan ad infinitum. Most are directed at the general public and are dilute enough in content to appeal to a large, hopefully 'buying' public. This is definitely not the case for Tom Ruff's new book HOW TO BREAK INTO PHARMACEUTICAL SALES: A HEADHUNTER'S STRATEGY. This well-written, beautifully organized 'formulary' is written for those who are considering a specific field - 'drug reps', as they are known in the industry - and as such it is one of the most thoroughly researched guides to success this reader has ever encountered. Tom Ruff is a headhunter, his job being to place career hopefuls in an industry that is growing rapidly while at the same time assuring the major pharmaceutical houses that the salespersons they hire are the cream of the crop - well trained, intelligent, solidly prepared, and road tested candidates. Ruff's approach is so complete that he devotes chapters to such aspects as grooming for an interview, how to find information not only about the various pharmaceutical industries but also about the reps themselves and the doctors and hospitals they serve: his wise advice includes the importance of the resume AND the 'brag book', how to do the homework about the biology and chemistry of the various drugs available, how to prepare and deliver an appropriate interview format, finding ways to arrange 'ride alongs' with established drug reps, success oriented interview questions and follow-up techniques, and even a section on the importance of the sadly antique, genteel tradition of hand-written thank you notes! Ruff does not waste the reader's time, just as he wastes no time for the potential interviewer. Everything in this book is direct, succinct, aided by references of where to find information on the Internet, journals and books, and other sources to shorten the research time for the reader, and each chapter is followed by 'Tom's Tips' sections which are blunt, razor sharp bits of advice that polish off the preceding chapter. At the end of the book is a very complete index of the pharmaceutical company profiles including the correct information on how to contact them and a glossary and list of pharmaceutical association that exist to aid the neophyte as well as the seasoned drug rep. So why read this book unless you are headed for a successful climb up the Tom Ruff ladder to achieving a fine job in a growing industry? Well, as is often the case when reading a specific book written by a focused expert, the information found in this top-notch volume can be easily assimilated by any person looking for style and technique and keys to success no matter the career of choice. Tom Ruff gives information from the inside to applicants on the outside, and his advice is as sound as any available in book form to the striving job hunte