TITLE

Focus, don't flip

AUTHOR(S)
Warner, K. C.
PUB. DATE
July 2008
SOURCE
Pharmaceutical Representative;Jul2008, Vol. 13 Issue 7, p20
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article offers tips on how to make promotional tools work for sales professional towards physicians and other medical personnel in the U.S. These materials should be studied to be effective. The information in promotional pieces can be used in launching a clinical conversation that goes beyond glossy graphs when one knows where it comes from. Professionals are advised to mentally tab the information. Promotional literature can be used over several weeks or months to create conversations.
ACCESSION #
32996762

 

Related Articles

  • Lunch is Served. Paul, Reid // Pharmaceutical Representative;Apr2010, Vol. 40 Issue 4, p14 

    The article focuses on sales representatives (reps), healthcare professionals (HCPs) and gift-giving in the U.S. It says that the Pharmaceutical Researchers and Manufacturers Association (PhRMA) Code on Interactions with HCPs states that meals must not be the focus during in-office or...

  • 2008 ACCESS REPORT. Rosenthal, Rick; Roecker, Greta // Pharmaceutical Representative;Jul2008, Vol. 13 Issue 7, p16 

    The article reports on the access trends in the U.S. pharmaceutical industry. A study shows that the vast majority of sales calls continue to feature a brief representative-physician interaction where physicians signs for samples and little or no product discussion occurs. It is estimated that...

  • Examining Physician Segments. Vaughn, Stacy; Gruber, Sarianne // Pharmaceutical Representative;Apr2009, Vol. 39 Issue 4, p12 

    The article provides information on how to assess the segmentations of several medical practitioners. It mentions that these segments will serve as a guide for pharmaceutical sales representatives in promoting their sales. It overviews the segment profiles of the physicians including corporate...

  • Clinical connection. Warner, K. C. // Pharmaceutical Representative;Mar2006, Vol. 36 Issue 3, p26 

    The article focuses on how sales professionals can make doctors look at the results of a clinical study. Clinical studies should be valid and useful to doctors. It is important for medical representatives to know what the doctor is looking for in a study in order to adjust the message of the...

  • 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...

  • Get educated: What reps can learn from CME professionals. Chin, Jane Y. // Pharmaceutical Representative;Oct2006, Vol. 36 Issue 10, p33 

    The article discusses the lessons that sales representatives can learn from CME professionals. Physician behavior is driving the pharmaceutical market tactics, and sales representatives are often assigned with changing physician behavior. A CME program is most effective when it is covering not...

  • Listen up! Brody, Marjorie // Pharmaceutical Representative;Dec2007, Vol. 37 Issue 12, p32 

    The article offers information on how pharmaceutical sales representatives can apply proper listening in building relationship with physicians. It was stated that listening enables sales personnel to learn more about physicians, their patients, and their needs. In addition, tips on how to...

  • Of message and medium. JAMES CHASE // Medical Marketing & Media;Sep2013, Vol. 48 Issue 9, p8 

    An introduction to the journal is presented in which the guest editor discusses the Leadership Exchange roundtable discussion wherein argued is the personal and non-personal promotion activities among healthcare professionals (HCPs).

  • Under the Influence. Iafolla, Mike; Greco, Steve // Pharmaceutical Executive;Oct2005, Vol. 25 Issue 10, p84 

    Reports on the influence that affects the physicians' prescribing behaviors. Influence of sales representatives on physicians; Inclusion of DTC advertising and media in influencing physicians; Impact of local influencers on the sales and market share of medical manufacturers. INSETS: Group...

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