Clinical Practice Concepts

Competencies for the Quintessential Pharmaceutical Sales Professional

Over the past three years as a columnist for Pharmaceutical Representative, I have written on many aspects of clinical selling aimed to help pharmaceutical sales reps establish meaningful dialog with their physician customers. In this column, I’d like to share a checklist critical for the quintessential clinical-sales professional. Clinical trials competency * Know what a [...]

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Patient Adherence: More Than Economics

This was from the June 2007 issue of Selling Power‘s Pharmaceutical Newsletter by Malcolm Fleschner. Don’t Fear the Adherence Issue With the ever-shortening, “blink an eye and you’ll miss it” nature of pharmaceutical sales calls these days, it’s understandable why some drug reps might be reluctant to dedicate even a few seconds of their precious [...]

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The Double-Edged Sword of Off-Label Prescribing

When a pharmaceutical representative leaves clinical training and enters the field, she very quickly learns two things: First, doctors don’t always respond the way they did in role-play scripts. And second, doctors don’t always prescribe medications for their government-approved indications. The prevalence of off-label prescribing can make navigation within the physician community fraught with regulatory [...]

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Becoming an educational resource

Last month, I interviewed Dr. Karam Salama, a former preventive care specialist at Oakland, CA-based Kaiser Permanente. Dr. Salama developed educational programs at Kaiser for the network’s local physicians and patient members. In the first interview, Salama discussed the need for patient education as well as factors that influence patient education.

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Educating physicians and patients

With over eight million members, Oakland, CA-based Kaiser Permanente is the nation’s largest health maintenance organization. Readers in the western United States may have seen Kaiser’s media campaign, “Thrive,” which emphasizes Kaiser’s stance on healthcare as a social cause. Therefore, it is not surprising that Kaiser proactively implements patient and physician education programs.

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