10 Rep Pitfalls to Avoid

McCarthy, Justin
November 2010
Pharmaceutical Representative;Nov2010, Vol. 40 Issue 11, p27
The article presents the 10 pitfalls of pharmaceutical representatives in the U.S. It includes false assumptions, poor listening and lack of customer knowledge. It mentions that most pharmaceutical representatives have a little knowledge and ideas about their customers despite having spent hours in talking with them.


Related Articles

  • Objections are not the issue -- you are. Gitomer, Jeffrey // Corridor Business Journal;5/2/2011, Vol. 7 Issue 41, p19 

    The author discusses the issues regarding customer objections during sales presentations.

  • Think like the customer to drive engagement and sales.  // Direct Marketing News;3/1/2011, p16 

    In this article, the author offers some tips for retailers in the U.S. on how to boost consumer engagement and sales in 2011.

  • OPTIMIZING THE CONTRIBUTION OF SALES FORCE IN VETERINARY MEDICINES DISTRIBUTION. MIHAI, DANIELA // Agricultural Management / Lucrari Stiintifice Seria I, Managemen;2014, Vol. 16 Issue 2, p87 

    Within every company, but especially in the pharmaceutical industry, the sales force is both distributor for customers, identifying and generating new customers and maintaining links with them, and the customers' representative in their relations with the company, acting inside as the...

  • Evaluating CPOE systems: Key comparative criteria you'll need to consider.  // Formulary;Mar2002, Vol. 37 Issue 3, p157 

    Evaluates the benefits of the computerized provider order entry (CPOE) system. Limitations of the CPOE systems; Reduction of the incidence of medication errors; Need for enhancements of the system.

  • 4 Steps to closing more sales. Stephens, Nancy // Sell!ng;Oct99, p8 

    Presents guidelines for managing and closing sales transactions with clients. Assessment on the attitude of sales customers; Management of customer relations for sales objectives; Sample questions for closing sales transactions.

  • It takes some skill to bring dead customers back to life.  // Enterprise/Salt Lake City;9/23/2002, Vol. 32 Issue 13, p10 

    Provides insights for bringing passive customers back to business. Adoption of professional approach; Offer of the ultra rewards to salespeople; Improvement of business from a customer's perspective.

  • Bringing New Vitality to the Culture at One CU. Reed, Candice // Cujournal.com;11/26/2014, p1 

    SPARTANBURG, S.C. -- Vital Credit Union has found a way to build relationships with customers methodically, cross-sell a broad product range, and develop a true sales culture throughout the organization.

  • SULTANS OF SALES. Seligman, Melanie // New Zealand Management;Jul2000, Vol. 47 Issue 6, p63 

    Focuses on the customer relationship management (CRM) in a contact management. Aspects of environment which motivate a sales team; Significance of personal values in achieving success.

  • Customer relationship management software adds sales punch. Schwemmer, Yvonne // Business Journal Serving Fresno & the Central San Joaquin Valley;05/17/99, Issue 322460, p4 

    Focuses on developments related to use of customer relationship management (CRM) in automation of sales management as of May 17, 1999. Highlights of the 1999 CRM Conference held in San Francisco, California; Impact of CRM on companies' business operations; Experts' definitions of CRM.


Read the Article


Sign out of this library

Other Topics