Today�s globally competitive landscape demands that all businesses, large or small, must have well trained, competent leaders and employees. Yet many companies can�t afford professional help in all the necessary training areas or they don�t have the required training materials to accomplish the job themselves. NOW THEY DO! Norman Anderson�s vast experience as a salesman, trainer, teacher, executive, and consultant has served him well to author this practical, how-to training system. It will allow you to grow your company by growing your people through �giving leadership�. This book provides you with information you can use today to develop a sound business plan backed by realistic goals and proven techniques to hire the right people the first time. It illustrates how proper delegation improves time management and how evaluating your employees� productivity can produce optimum results. It will give you the training tools you need to increase your sales and establish a customer service program that will build referrals and retain your customers. It will also guide you in establishing an ethical culture in your company, which in today�s environment, is a necessity. Investing in your employees by training them for maximum results and future growth is imperative for the long term success of your company and that is what �giving leadership� is all about.

Today�s globally competitive landscape demands that all businesses, large or small, must have well trained, competent leaders and employees. Yet many companies can�t afford professional help in all the necessary training areas or they don�t have the required training materials to accomplish the job themselves. NOW THEY DO! Norman Anderson�s vast experience as a salesman, trainer, teacher, executive, and consultant has served him well to author this practical, how-to training system. It will allow you to grow your company by growing your people through �giving leadership�. This book provides you with information you can use today to develop a sound business plan backed by realistic goals and proven techniques to hire the right people the first time. It illustrates how proper delegation improves time management and how evaluating your employees� productivity can produce optimum results. It will give you the training tools you need to increase your sales and establish a customer service program that will build referrals and retain your customers. It will also guide you in establishing an ethical culture in your company, which in today�s environment, is a necessity. Investing in your employees by training them for maximum results and future growth is imperative for the long term success of your company and that is what �giving leadership� is all about.

A Franchise of One: Strategies for Pharmaceutical Sales, is Dr. Neil Berliner´s new training and self-help book for pharmaceutical representatives. Dr. Berliner is a highly experienced pharmaceutical trainer and speaker, as well as being a regular contributor to Pharmaceutical Representative and its "Doctor´s World" founder and columnist. A Franchise of One introduces three valuable concepts for representatives which are explained and reinforced throughout the book. These major concepts are: 1. that representatives should view themselves as professional business people, similar to franchisees of major corporations ("Franchise of One"), and that they should pay careful attention to their resources such as budget and time. 2. that representatives should take specific actions during every call with their physicians to be perceived more as colleagues than as sales people (minimizing the "Implied Hierarchy"). and, 3. that representatives should assess each physician as an individual, so as to optimize message delivery during every detail opportunity ("Physician Specific Detailing").

A Franchise of One: Strategies for Pharmaceutical Sales, is Dr. Neil Berliner´s new training and self-help book for pharmaceutical representatives. Dr. Berliner is a highly experienced pharmaceutical trainer and speaker, as well as being a regular contributor to Pharmaceutical Representative and its "Doctor´s World" founder and columnist. A Franchise of One introduces three valuable concepts for representatives which are explained and reinforced throughout the book. These major concepts are: 1. that representatives should view themselves as professional business people, similar to franchisees of major corporations ("Franchise of One"), and that they should pay careful attention to their resources such as budget and time. 2. that representatives should take specific actions during every call with their physicians to be perceived more as colleagues than as sales people (minimizing the "Implied Hierarchy"). and, 3. that representatives should assess each physician as an individual, so as to optimize message delivery during every detail opportunity ("Physician Specific Detailing").