Powerful Pharmaceutical Sales Manual and CD: Complete Guide to Sales Procedures and Techniques for Pharmaceutical Sales Representatives in the Hospital and in Medical Clinics, Including HIPAA, Se

M. DANIEL FARB, M.D., CEO of UniversityOfHealthCare and UniversityOfBusiness, is a leader in the field of interactive management and healthcare e-learning. He received a BA in English Literature from Yale (where he set an academic record and studied with writers like Robert Penn Warren), an M.D. from Boston University, a degree in Executive Management from the Anderson School of Business at UCLA, and is currently working on a degree at UCLA in International Trade. He is a practicing ophthalmologist. He also has received two patents in ophthalmology and is working on others, has worked with the World Health Organization in Geneva and the National Institutes of Health in Washington, D.C. He has written scientific and popular articles, and has worked as a newspaper reporter. He helped Dr. Robbins edit one of the editions of Robbins' "Pathology" textbook for readability. He wrote an article on humor for the Massachusetts Review. He has experience in theater and television, including acting, directing, and stage-managing. He has programmed his own patient records database. He has written and edited hundreds of e-learning courses.

Dr. Farb is a member of the American Academy of Ophthalmology, the Union of American Physicians and Dentists, the AOJS, the American Association of Physicians and Surgeons, the American Society for Training and Development (ASTD), the E-Learning Forum, the Southern California Biomedical Council, the PDA (Parenteral Drug Association), and the Medical Marketing Association.

BRUCE GORDON is the Creative Director for UniversityOfHealthCare. After receiving a BA in Economics from UCLA, he began a freelance writing career that included technical writing (such as a manual for Princess Cruise Lines), stand-up comedy routines for nationally known comedians, and screenplay writing. He has done production support work with famous Hollywood personalities on such well-known productions as Aaron Spelling's "Dynasty" and "Love Boat" TV shows. An audio-visual software specialist, he is a versatile artist, with published works in a variety of media, including music, motion graphics, and digital video short film.

Susan Postnikoff worked as a Sales Representative and Medical Distributor for more than 12 years. Susan successfully created and managed a medical distribution company, and was particularly successful at assessing the value and potential of new technologies in the medical device industry. As Sales Representative and Territory Manager for Danek (now known as Medtronic Sofamor Danek), Susan produced consecutive sales increases of 109%, 44%, and 128% in the same geographical area, increasing the market share from approximately 22% to well over 60%. As a distributor, Susan was able to recognize the specific needs of customers as unique and different entities, and to formulate plans to meet those needs. In order to fulfill her plans, she was successful in gaining the cooperation of medical device companies to deliver the resources required to produce exceptional results.

Susan credits her sales success to her ability and willingness to listen for her customer’s needs, preferences and way of doing business, and strategizing to address those; rather than finding ways to make the customer fit into her existing strategies. Susan has the ability to foster relationships with customers over time that result in loyalty and trust, and her customers have attested to her business ethics since her first day in the industry. During her sales career, she was called on by her employers, and also by her peers, to advise and lecture on how to succeed as a sales representative in the hospital setting. Susan also has experience organizing and leading training sessions for nurses, medical students, residents, physical therapists, chiropractors and various hospital staff members. She has received excellent reviews for her part as an organizer and leader of such training.