Powerful presentations

Bacchetta, Sally
January 2007
Pharmaceutical Representative;Jan2007, Vol. 37 Issue 1, p21
The article focuses on how pharmaceutical representatives can create more memorable sales messages. Sales presentations should be clear, relevant, engaging, accurate, timely and enthusiastic. The presentation should be relevant not just to patient demographics or physician specialty but also to the individual prescriber.


Related Articles

  • ACCESS REPORT. Herman, Rayna // Pharmaceutical Representative;Jul2007, Vol. 37 Issue 7, p18 

    The article discusses the result of a quantitative research that assesses the selling environment of the U.S. pharmaceutical industry. It aims to characterize representatives' interactions with physicians, identify contributors to access and value, compare company performance, and recommend...

  • Get prospects involved.  // Sales Leader;4/10/2006, Vol. 12 Issue 2, p3 

    The article suggests ways to involve prospects in the sales presentation. When it is not practical to demonstrate the product, produce graphs, charts or diagrams that would drive the point home. Also, have the prospect create a price breakdown or feature a comparison between the product and Brand X.

  • The Authentic You. Taran, Carmen // Sales & Service Excellence Essentials;Jul2010, Vol. 10 Issue 7, p15 

    The article offers tips on how to deliver genuine marketing presentations. It advises salespersons to speak in specifics and to replace a cliché word with something unexpected. It suggests salespersons to use visual language and to avoid counterfeit language. Furthermore, they are recommended...

  • Use Questions That Engage And Involve The Prospect. Gitomer, Jeffrey // Grand Rapids Business Journal;2/28/2005, Vol. 23 Issue 9, p25 

    Presents an interview with a copier salesman about questions that could be asked to a prospective buyer during a sales presentation. Examples of "think" questions; Technique to be able to get inside the copy room; Reaction of the salesman to suggestions given to him.

  • Major presentation clues that lead to a sale. Gitomer, Jeffrey // Enterprise/Salt Lake City;7/10/2006, Vol. 36 Issue 1, p8 

    The article presents several tips related to selling that can be incorporated into sales presentations to improve sales. It offers information on how to achieve a positive condition of mind before and during a presentation, and techniques that salespeople can apply in order to gain the trust and...

  • Behind the sale lies the next 100 sales. Gitomer, Jeffrey // Enterprise/Salt Lake City;10/6/2003, Vol. 33 Issue 15, p10 

    Presents steps for salespeople in achieving success in selling. Need for salespeople to recall how they were able to achieve sale; Outcomes that are considered critical in one's sales presentation; Responsibility of a master salesperson.

  • Hyper-customize for presentations your prospects can connect with.  // Sales Insider;7/7/2010, Vol. 4 Issue 90, p4 

    The article offers tips for customizing presentations to one's prospects, including creating analogies, using buzzwords that are unique to your targeted client, and researching for additional information that can add to the presentation.

  • The Art of persuasion. Brody, Marjorie // Pharmaceutical Representative;Mar2006, Vol. 36 Issue 3, p30 

    The article focuses on how drug sales representatives can persuade doctors to buy their products. Knowing the needs of the audience before a sales presentation is important. Product knowledge is important for the sales presentation. Use of confident, descriptive, simple language and short...

  • Show Me the Value -- Or I'll Show You the Door.  // Grand Rapids Business Journal;1/3/2005, Vol. 23 Issue 1, p20 

    Gives advice on compelling sales presentation. Importance of interest or perceived value during presentation; Significance of a customer-based value proposition; Components of a value proposition.


Read the Article


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

Try another library?
Sign out of this library

Other Topics