TITLE

M.D. confidential

AUTHOR(S)
Kessler, Michael B.; Shaw, Peter
PUB. DATE
December 2006
SOURCE
Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p31
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article presents questions and answers related to concerns of pharmaceutical representatives about their relationship with physicians. The author discloses that physicians are more responsive to representatives who understand their needs. Moreover, it is also important for representatives to read the mindset of physicians. The authors also explain why they have no interest in clinical information presented by representatives.
ACCESSION #
23291207

 

Related Articles

  • Salespeople have questions. Jeffrey has the answers. Gitomer, Jeffrey // Business Journal Serving Fresno & the Central San Joaquin Valley;10/30/2009, Issue 324095, p11 

    The article presents questions and answers related to the problems being faced by salespeople in the U.S. including one on how to sell to municipalities that have no sufficient funding of their budget, one on how to sell to a company that is weathering the tough economy, and one on the marketing...

  • Get on the list (and stay there!). Warner, K. C. // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p22 

    The article discusses strategies to be applied by pharmaceutical representatives to sell their products to hospital pharmacies. The first step to be taken by the representative is to know the pharmacy and the members of the committee. To sell the product successfully, the agent should convince...

  • The loneliest customer. Pinsonault, Christian // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p25 

    The article discusses the significant role played by retail pharmacists in the work of pharmaceutical representatives. The author emphasizes that retail pharmacists are key resources to help increase prescription volume. To exploit the benefits of forging a relationship with retail pharmacists,...

  • The right tool for the job. Strandboge, Patricia; McGuire, Jim // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p29 

    The article presents the benefits and disadvantages of call reporting to pharmaceutical representatives and their managers. This tool can help representatives in gathering valuable information about customers. Moreover, it also assists managers in setting sales expectations. However, this tool...

  • Emerging strategies.  // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p36 

    The article presented the third part of a series which discusses emerging strategies that will respond to the evolving healthcare community in the U.S. To remain competitive, pharmaceutical companies decided to design value-added programs for customers and at the same time benefit sales...

  • M.D. confidential. Kessler, Michael B.; Shaw, Peter // Pharmaceutical Representative;Jan2006, Vol. 36 Issue 1, p25 

    This article presents answers to several questions, asked by sales representatives about their interactions with physicians. One representative says that some physicians tell him they are prescribing his drug all the time, however it is not the truth. In the next question, a representative says...

  • MARKETING.  // TK...Topeka's Business Magazine;Summer2010, Vol. 4 Issue 4, p12 

    The article provides answers to questions related to marketing strategies including the use of television advertisements and blogs.

  • TALKING POINTS: THE BEST OF THIS WEEK'S DISCUSSIONS ON TABLE TALK.  // Caterer & Hotelkeeper;7/29/2011, Vol. 201 Issue 4688, p20 

    The article presents questions and answers related to business that includes the qualities of a leader, and how does upselling put customers off.

  • Ask Smart Questions And They'll Think You're Smart.  // Grand Rapids Business Journal;5/5/2003, Vol. 21 Issue 18, p30 

    Lists several dumbest questions salespeople ask.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

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

Try another library?
Sign out of this library

Other Topics