Get educated: What reps can learn from CME professionals

Chin, Jane Y.
October 2006
Pharmaceutical Representative;Oct2006, Vol. 36 Issue 10, p33
The article discusses the lessons that sales representatives can learn from CME professionals. Physician behavior is driving the pharmaceutical market tactics, and sales representatives are often assigned with changing physician behavior. A CME program is most effective when it is covering not just the participants' perceived needs but also need that the participants may not have expected.


Related Articles

  • The doctor won't see you now. Wright, Chris // Medical Marketing & Media;Sep2010, Vol. 45 Issue 9, p90 

    The article discusses the decline in number of physicians willing to meet pharmaceutical representatives in the U.S. According to the author, in 2009, number fell by almost 20%. Pharmaceutical companies have taken initiatives to address the problem with schemes that reflect the physicians'...

  • M.D. confidential. Kessler, Michael B.; Shaw, Peter // Pharmaceutical Representative;May2006, Vol. 36 Issue 5, p28 

    The article presents questions and answers on pharmaceutical representatives. One reader asks how he can get his physicians' attention especially when presenting a study. Other person asks how can she get them focused on her product. Finally, a person asks how can he cope up with time pressures...

  • Leave the Samples (and Lunch) Behind. Mundy, Bill // Pharmaceutical Representative;Sep2010, Vol. 40 Issue 9, p18 

    The article explores the challenges encountered by pharmaceutical sales representatives (rep) in delivering information to busy medical professionals in the U.S. It notes that field sales reps are having difficulties in keeping up with the hectic schedules of medical personnel. It highlights the...

  • 2008 ACCESS REPORT. Rosenthal, Rick; Roecker, Greta // Pharmaceutical Representative;Jul2008, Vol. 13 Issue 7, p16 

    The article reports on the access trends in the U.S. pharmaceutical industry. A study shows that the vast majority of sales calls continue to feature a brief representative-physician interaction where physicians signs for samples and little or no product discussion occurs. It is estimated that...

  • Examining Physician Segments. Vaughn, Stacy; Gruber, Sarianne // Pharmaceutical Representative;Apr2009, Vol. 39 Issue 4, p12 

    The article provides information on how to assess the segmentations of several medical practitioners. It mentions that these segments will serve as a guide for pharmaceutical sales representatives in promoting their sales. It overviews the segment profiles of the physicians including corporate...

  • Clinical connection. Warner, K. C. // Pharmaceutical Representative;Mar2006, Vol. 36 Issue 3, p26 

    The article focuses on how sales professionals can make doctors look at the results of a clinical study. Clinical studies should be valid and useful to doctors. It is important for medical representatives to know what the doctor is looking for in a study in order to adjust the message of the...

  • Turn up the science. Chin, Jane Y. // Pharmaceutical Representative;Jan2006, Vol. 36 Issue 1, p34 

    This article presents some clinical selling advice for specialty representatives in pharmaceutical industry. According to Dr. Clarence Foster, the director of kidney and pancreas transplant surgery at the University of California in Irvine, California, the representative should know how the...

  • Pharmaceutical Sales Representatives.  // Monkeyshines on Health & Science;Jun2001 Health Career Info., p11 

    Pharmaceutical sales representatives must have a good comprehension of scientific material — what doctors and prescriptionists must know— in order to be able to sell drug related products. They must also have good communication skills — the ability to speak well and have...

  • The empathy factor. Holland, Pamela J. // Pharmaceutical Representative;May2006, Vol. 36 Issue 5, p30 

    The article offers advices on how to cope up the pressure on being a pharmaceutical representative. It is common that if one is under pressure, he doesn't think about others. Instead, one should try to open his eyes to people who surrounds him. The people that one should empathize with are...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics