What Doctors Want from Pharma Sales Reps

A Brief Manifesto Designed For Newer Pharmaceutical Representatives

By Dan Abshear The word, ‘Manifesto’ is one of Latin origin, and means ‘to make public’. It’s an open statement of standards related to good behavior based on principles. What will follow in a moment are not the rules or commandments from one individual or organization. Nor am I composing this in an attempt to [...]

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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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Why Dr. Evans Established Rules for Reps

Last year, I wrote about the rules of engagement that Dr. Jason Evans posted in his office to clarify his expectations for pharmaceutical representatives. Dr. Evans has been in practice for seven years this July. He usually sees one sales rep at lunch for 20 minutes and one to three reps in his clinic’s sample [...]

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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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Find Out What Matters to Doctors in Clinical Context

What is the most important part of a clinical study to present to physicians? If you are a regular reader of this column, you know the answer: whatever part the doctor cares about most (“The most important part of a study“). To assess what is most important to your physicians, I recommend that you look [...]

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