A professional medical representative’s guide to successful selling skills, with emphasis on the specific situations encountered in pharmaceutical selling. Selling pharmaceutical products involves a complex and unique marketing system that all medical sales representatives must understand and master if they are to succeed. The contents of this learning system clearly explains:·The language of the pharmaceutical business·The role of physicians, nurses, pharmacists and hospitals·The representative’s role within the selling process·Specific consultive techniques for attaining successful sales results. Once exposed to the pharmaceutical selling skills presented here, the techniques can be mastered and honed through role-play and experience. The result: formal training time is reduced and a solid foundation for any manager’s own training program has been established.