Finding the Right Way to Connect with Doctors

Mosby, Celeste
January 2010
Pharmaceutical Representative;Jan2010, Vol. 40 Issue 1, p18
The article discusses ways on how sales personnel in the pharmaceutical industry connect with physicians in the U.S. It states that sales personnel's ability to build productive and trusting relationships is an important factor in getting subsequent appointments. One of the techniques is connecting through interpersonal versatility or the ability to understand communication differences. Other techniques include the social styles model and adaptation skills.


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