TITLE

Dealing with difficult people

AUTHOR(S)
Taylor, Sarah; Stankovich, Peter
PUB. DATE
April 2007
SOURCE
Pharmaceutical Representative;Apr2007, Vol. 37 Issue 4, p36
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article offers information for pharmaceutical sales representatives on how to handle difficult physician customers. The author presented three steps wherein the first one involved understanding of human nature. The second centered on how to read people accurately and the third step focused on how to design a proper approach.
ACCESSION #
24619979

 

Related Articles

  • 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...

  • AGE MATTERS, dude! O'Connor, Kevin E.; Maxey, Cyndi // Pharmaceutical Representative;Jun2008, Vol. 38 Issue 6, p16 

    The article discusses the factors that pharmaceutical sales representatives must consider when dealing with customers and contacts. It states that representatives must keep in mind that customers and contacts belong to various generations, which are varied in values, languages and memories. It...

  • New reps receive 184 hours training. McGuire, Stephen // Medical Marketing & Media;Feb2007, Vol. 42 Issue 2, p26 

    The article reports on the 184 hours training received by pharmaceutical sales representatives in the U.S. during their first year on the job. According to the study conducted by business intelligence firm Cutting Edge Research, sales representatives are involved in different self-study...

  • Getting Sales With Samples.  // Wearables Business;Jun2008, Vol. 12 Issue 5, p42 

    The article presents tips from Loras Heck, partner at Proforma Marketing & Promotional Solutions, on investing in samples. She warns against making a large collection of samples. Heck prefers virtual samples as it is more cost effective than physical ones, and she particularly likes suppliers...

  • Hired Fans. Odell, Patricia // Promo;Jul2006, Vol. 19 Issue 8, p11 

    The article focuses on the growing popularity of brand ambassadors as a key component of marketing programs, particularly those driving consumers to experience products in the first-person. One of those employing brand ambassadors is Cingular Wireless. The firm used field representatives in the...

  • Matchmaking distribution with best profit potential. Brookes, Ed // Casual Living;Sep2009, Vol. 49 Issue 9, p128 

    The article focuses on dealers that choose distributors with greater potentials for the furniture business. Most dealers reportedly choose outlets that have the best promotions and aggressive price schemes conducting their business profitably even at lower margins. Also noted is the serious...

  • 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...

  • The trouble with turnover.  // Pharmaceutical Representative;Sep2006, Vol. 36 Issue 9, p23 

    The article reports that the employees retention programs are becoming important for the pharmaceutical companies in the U.S. A study revealed that the increase in the annual turnover of pharmaceutical and biotech sales personnel in 2006 are posing trouble for larger pharmaceutical companies....

  • DC OKs measure to license sales reps. McGuire, Stephen // Medical Marketing & Media;Feb2008, Vol. 43 Issue 2, p26 

    The article reports on the new legislation approved by the District of Columbia Council that would require pharmaceutical sales representatives to hold licenses to operate within city limits. It is noted that Independent Council member David Catania proposed a bill that would have prohibited the...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics