Don't panic!

Warner, K. C.
June 2005
Pharmaceutical Representative;Jun2005, Vol. 35 Issue 6, p26
The article focuses on how to handle the losses in the managed care business. For many sales professionals, a formulary loss can feel like being handed a pink slip. After all, any talented sales professional, could lose business because of circumstances he could not change. One may have spent years developing one's credibility with physicians who now believe one has lost the freedom to write one's drug as much as they did before. When it comes to unfavorable formulary decisions, realize that the sales skills are not at fault. It is certainly easier for physicians to choose one drug and use it wherever they are practicing, but by focusing on drug's benefits for specific patient types, one can help these physicians realize that one's drug is preferable. The formulary drug may win out in the hospital, but a sales professional can win in the office. INSET: Regaining lost ground.


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