No more spin: Putting clinical science back into clinical selling

Chin, Jane Y.
December 2006
Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p33
The article examines the need for pharmaceutical representatives to become effective spokespeople for the industry in the U.S. The author emphasizes the need for the industry to address the reasons why physicians close doors to representatives. She also suggests for companies to guide representatives on how to engage physicians in meaningful discussions by putting the clinical science back into clinical selling.


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