Can we bridge the clinical-sales divide? Part 2: The joint call

Chin, Jane Y.
June 2005
Pharmaceutical Representative;Jun2005, Vol. 35 Issue 6, p31
The article addresses joint calls between sales representatives and medical science liaisons (MSLs) with some perspective on three areas: value to the customer, value to the sales representative and value to the MSL. The benefit of a joint visit to a physician by a representative and a medical liaison is an opportunity for the physician to experience a real time scientific exchange. The physician may engage in a scientific dialogue with the MSL that he might not gain by submitting a product information request. Cross-functional interactions between field sales personnel and field MSLs can be valuable educational opportunities. In the final analysis, this question presents two interdependent necessities: effective and innovative patient care, and the survival of the pharmaceutical organization.


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