TITLE

Finding the Right Way to Connect with Doctors

AUTHOR(S)
Mosby, Celeste
PUB. DATE
January 2010
SOURCE
Pharmaceutical Representative;Jan2010, Vol. 40 Issue 1, p18
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
51017078

 

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