Black Dog Publishing Company announces the publication of:



Sandra M. Peters and Vincent F. Peters


•  The book covers all of the different types of specialists, selling to foreign doctors, handling objections and questions, use of clinical data, bridging techniques and group selling presentations.

•  Since specialty rep led educational seminars are a very effective manner to promote product interest, there is an extensive chapter on group selling presentations.

•  There is emphasis on psychological selling, with segments on observation skills, personality styles, and body language.

•  Traditional selling skills have been combined with psychological selling to maximize the effectiveness of sales call planning and execution.

•  There are worksheets and planning documents in all key sections to assist with sales call planning.

•  The way to build strong customer relationships and CRM is through an understanding of the behavior styles of your customers. We have focused heavily on customer behavior styles and provide a complete understanding of the different behavior types and their prescribing motives.

•  Understanding specialist physicians requires a broader more sophisticated profile. Purchasers of the book a free computerized 360 CRM Sales Strategy Report on their most difficult physician. This report provides the salesperson with a complete selling strategy, everything from opening statements, to features and benefits, objections, anticipated questions, and a variety of closing techniques, specific to the physician's behavioral style.

•  Our ultimate goal with this book is to provide each reader with a solid customer relationship management (CRM) sales call planning strategy that will not only help the salesperson get into the physician's office, but will also make them more effective in their sales efforts.


To order, send $24,95* plus $4.00 for shipping and handling to:


•  Black Dog Publishing Company ISBN: 0-9656231-5-7

127 Longfields Way Approx. 73 pages, 13 illustrations,

Downingtown , PA 19335 table of contents, 8 X 11 trim size,

Telephone: (610) 269-0479 perfect bound, paperback, $24.95.

Fax: (610) 269-0479 35% discount to libraries, bookstores,

e-mail: distributors and wholesalers.


*Credit Card Orders may be placed through Book Clearing House 1-800-431-1579 or any bookstore.