O'Connor, Kevin E.; Maxey, Cyndi
June 2008
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 offers advice on how representatives must deal with their customers.


Related Articles

  • Dealing with difficult people. Taylor, Sarah; Stankovich, Peter // Pharmaceutical Representative;Apr2007, Vol. 37 Issue 4, p36 

    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...

  • 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...

  • 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...

  • On the road to know-how. Edwards, Helen // Marketing (00253650);3/23/2011, p19 

    The article discusses perspectives on the role of sales teams in allowing marketers to obtain significant insights concerning customer behaviour. It mentions the need of marketing people to accompany their sales staffs in the working field in order to gain substantial customer remarks and...

  • 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...

  • From Idle Time to Time to Learn. RAMACHANDRAN, SUNDER // TD: Talent Development;Dec2015, Vol. 69 Issue 12, p22 

    The article discusses pharmaceutical company Pfizer's use of the mobile learning app Roket in its operations in India. Topics covered include the app's building of medical representatives' sales proficiency by using social learning, mobility, analytics and the cloud, sales representatives'...

  • Bring more to the table than your product. Wiesner, Pat // ColoradoBiz;Sep2008, Vol. 35 Issue 9, p9 

    The author offers tips for salespeople on how to become competitive in their chosen career in terms of dealing with customers. He suggests that salesmen should think of ways the make them unique over other salespeople. Moreover, he advises that they should consider that one customer has a list...

  • The X Factor. Striker, Stan // Pharmaceutical Executive;Sep2005, Vol. 25 Issue 9, p150 

    Focuses on the development of an incentive programs for Generation X medical sales representatives by the pharmaceutical companies in the U.S. Retention and motivation of productive sales personnel; Update of timesaving awards; Integration of latest technologies; Provision of a sense of instant...

  • Communication and Opinion Formation in a Medical Community: The Significance of The Detail Man. Rehder, Robert D. // Academy of Management Journal;Dec1965, Vol. 8 Issue 4, p282 

    The article discusses interpersonal relations in communication and opinion formulation processes as evidenced in the pharmaceutical and medical industries. The article focuses on the detail man's role in the diffusion and adoption of new pharmaceutical advancement within a single medical...


Read the Article


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

Try another library?
Sign out of this library

Other Topics