Frank's Book
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every aspiring Sales Person and Manager must Read."
Peter Larson
Retired Johnson & Johnson Sector Chairman and Former CEO of Brunswick
Corp.
Magazine
for clearer text.
Succeed In It! is written from a district manager’s perspective. The author holds
nothing back when it comes to his expectations for sales reps, hiring, firing, keeping,
promoting, it’s all in here. Author Frank Melfa readily admits that his book does not
show the “nice way to land a pharmaceutical reps job and succeed in it, in fact, he
suggests that readers choose another book if they don’t have the stomach for it, but it
is one of the most effective ways to let people know the reality of what to expect in the
role.
He discusses in detail what to do and what not to do in an interview. He gives
every trick and tip there is, pointing out that most people won’t heed his advice, will
“wing it” and then will wonder why they weren’t offered the job. Melfa also refers to
models and systems that the majority of Pharma companies use as core component of
representative and manger training. Candidates and reps will not go wrong by
following his advice.
You can choose the chapters that meet your needs. If you’re recommending this
book to others who are “wannabe” reps, tell them to read chapters 1 and 2 and
appendices 1 and 3. These chapters focus on what a typical rep job involves and the
brutal truth of long hours, hard work and lots of studying. The appendices will help a
candidate prepare for interviews.
If you are a new rep, read chapters 3, 4, and 5 and Appendix 4. This will get you
ready for your first calls, setting up you territory plan and targeting, and it will provide
you with a checklist for a good dinner program.
Those with a year or more of experience should start with Chapter 6; continue to
Chapter 7 if you’re a hospital rep. Then be sure to review the book recommendations
in Appendix 2.
If you are a manager, read the whole thing, and be prepared to do a lot of
nodding and agreeing out loud. This book contains everything you’ve wanted to tell
successful and unsuccessful candidates and reps but didn’t. It’s gutsy. And good.
If this book doesn’t scare off candidates who aren’t already in it to win it, nothing
will. Melfa enjoys using technical examples, medical terminology and other things that
would scare most candidates to death. That’s actually a great way to weed out those
who aren’t truly interested in doing what it takes to do the job. As a manager, the faster
you can eliminate those who aren’t going to be successful, the less time you’ll waste
with them and the more time you’ll have to spend with your top performers.
Is it worth reading?
It would be tough to meet Melfa’s expectations if he were my district manager, but I
want him to do the interviewing for my next candidate. He takes accountability to a
whole new level. Although Melfa shamelessly promotes his other book on bodybuilding
and makes no apologies for using the word, “girls” when he refers to the members of
the office staff, he does and exceptional job of telling it like it is.
5 Stars
Pharmaceutical Landing - Sell Not Tell
“For every open sales position [in the pharmaceutical industry], we receive about five hundred
resumes per week through recruiters and our website.” What better motivation would someone
interested in pharmaceutical sales have to read this book? In Pharmaceutical Landing, Melfa
provides insight into how to obtain a job in pharmaceutical sales and then devotes approximately
60% of the book to tips on how to be a successful salesperson. Curiously, the suggestions he
gives for landing a job are similar to the suggestions he gives for success: Be prepared, do your
homework, and attend to relationships. He also shows readers how to do their homework,
pointing to specific resources and ideas.
The book begins with a description of the inept applicant for a job, followed by specific and
extensive suggestions for landing a job in pharmaceutical sales. To describe the book in detail
would be to give away its contents, and this is a book that should be read and digested thoroughly
by its intended audience. Most of the techniques for getting the job apply to making successful
sales. For example, Melfa emphasizes the necessity to “sell not tell”--to sell yourself in every
situation. He also describes how to make a positive impression, whether you are selling yourself
or selling a product. He points out that so much of the success in sales involves becoming the
person we would all like--pleasant, personable, neat, creative, generous, and organized. Melfa
also stresses the need to become very knowledgeable about the products, clients, and what is
happening in the industry. He makes his point with an engaging and easy-to-read writing style.
The reader can immediately implement his suggestions, which are to-the-point and practical.
Though geared to pharmaceutical sales, the suggestions in the book would be helpful to people
selling other products and to people who are trying to sell themselves. Additionally, Melfa is
uniquely qualified to write this book. He has sold pharmaceuticals as well as hired
pharmaceutical representatives. He uses his many years of experience to help younger people
succeed in the field. The only shortcoming of the book is its brevity, though there is so much
information packed into its 133 pages that it is hard to speculate on what might be missing.
Rebecca Sisk, Ph.D.
Reviewer: Laura (Texas)
"Pharmaceutical Landing is the best of
the best."
I have decided to change careers and I
read Frank's book for some advice on the
pharmaceutical industry. I have read a few
other books and his is by far the best on
the market. He has very direct advice for
anyone who is thinking about a career in
pharma sales. I have read the entire book
and it has helped me a lot to prepare for
interviews. He talks a lot in the book about
having persistance and determination-
qualities of all successful pharma reps. I
am much more confident talking with
different companies because of the
knowledge that Frank provided in his
book. He specifically says what he looks
for in a sales rep, how he conducts
interviews, and what kind of answers are
going to get you to the next interview and
finally the offer. The book is concise- I
read it in about a day. I have
corresponded via email with the author
and he has been very courteous and
helpful. I told him WHEN I get an offer with
one of the big pharma companies, I will
credit him with some of my success. I
recommomend this book to anyone who
wants a career in this field.
Reviewer: Running from the Law
(Fort Lee, NJ)
"Two job offers received
thanks to this book! A Master
Guide for Pharmaceutical
Sales Candidates!"
Naysayer Heather Sehyer is
entitled to her opinion, but I have
proof that this book produces
results: I followed Mr. Melfa's
interviewing techniques to the
letter and I received TWO job
offers from major, global pharm.
companies. I had no sales
experience and didn't have a
science background. In 7 weeks I
changed my life and career, and
this book was the key! Because
of Mr. Melfa's book I had the
privilege of choosing which
company was better for me.
Thanks to the author, my future
is full of promise, profit, and
fulfillment. Read my previous
review here before I landed the
job: I've been an attorney in the
non-profit/government sector for
10 years and knew a change was
essential to my future personal
and professional success. I
picked up Mr. Melfa's book after
deciding a pharmaceutical sales
career was my next move. From
the first page, I was riveted by his
nuts & bolts approach loaded
with interview tactics, resume
recommendations, and no-fail
ways to avoid interview pitfalls.
Because of this book, I learned
that I really want to be in this
industry. He delineates just how
challenging the job is--there is no
sugar coating. Read it, do it and
change the way you view your
career whether it's in or out of the
pharmaceutical industry.
Ashlie
"Yest, I landed a pharmaceutical job
with a major company and I had NO
pharma background."
Dear Frank,
I wish I could thank you enough for
your book. YES, I landed a
pharmaceutical job with a major
company and I had NO pharma
background. However, I had 4 years
of sales experience. I found your book
helpful especially the interview
questions. I wrote down answers to all
of the questions in the book and you
can bet I was asked them. I was so
prepared and your book played a big
part in it. Also, the section on the
STAR method was helpful as I was not
familiar with that term and every
pharma interview I went on they asked
me to use that method. I am just glad I
knew what it was ahead of time.
I would highly recommend your book to
land a pharma job!!
Thanks again.
Sincerely,
Ashlie Neal
USA) August 16, 2005
"Take the time to read from an
Experienced Author...Pharmaceutical
Landing, et al by Frank A. Melfa."
I would like to take the time to share my
comments on the book that I read,
Pharmaceutical Landing, et al, of which, is
necessary to get a great perspective of
what this industry entails.
it was imperative for me to gather as much
information as I can so, I came across this
book and ordered it. Before I actually
received the book, I was conversing with
the Author via e-mail and, he was very
positive and responsive to my new career
endeavor. I began reading the book and,
trust me, I was amazed at the level of
comfort as I continued reading the book. As
you read the book, it gives you a clear
picture of what to expect within this industry.
For example: cover letters, resume writing,
specific ways to enhance your resume,
thank you letters, and also the interviewing
techniques. Note: the pharmaceutical
industry is very unique in the way they
interview their candidates and, this book
assisted step-by-step. It's easy reading so,
you cannot get confused over what the
hiring manager is looking for. And, it is
great because the Author writes from actual
experience and, it's like you are working
with him side-by-side in the industry as a
pharmaceutical representative as you read
the representative as you read the book.
book.
I highly recommend this book and, he also
recommends other books as well. The
word "STAR" means a lot in the
interviewing process. Please read to
expand your knowledge.
Regards and Best Wishes.
I ordered your book and read
it the first day and found it to
be very
helpful. I appreciate how you
get right to the point and give
the
information that is needed
without a lot of unnecessary
rambling that
is so
prevalent in other sources on
pharmaceutical topics.
I am 31 and have extensive
sales experience and am
trying to break into
the pharmaceutical sales field.
I have researched and
interviewed
doctors, nurses, and reps and
am now ready to go. I am
extremely motivated and have
always been successful in
whatever I have taken on. ..
Thank you,
Clayton Miller