medical representative tips
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Medical representative tips during dr visitTRANSCRIPT
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Medical Representative 7
Basic tips
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Be honest and stick to the facts
O Doctors seek clear and honest information on a drug: what it can do, as well as what it cannot do in a given condition.
O Exaggeration may lead to a trial or two by the doctor, but sooner or later the drug will be discarded if it does not meet expectations.
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Be clear and precise O Doctors are busy individuals. O Information must be clear, easy to
understand and quick to grasp.
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Use VisualsO Pictures, illustrations and drawings
add value to any form of communication and their use is no less important in this field.
O A good picture speaks and saves a thousand words.
O As they must add value to your communication, not detract from it.
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Support your argument with evidence
O Case studies are far more convincing than hypothetical examples or a barrage of unsupported information.
O Use clinical trials as a weapon to convince and to gain credibility
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Do not hide or suppress unpleasant
informationO Every drug has advantages as well
as disadvantages. Give both sides of the story. Let the doctor decide after knowing all the facts.
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Maintain constant communication
O A sale is seldom concluded in a single encounter. Be in constant communication with the doctor by passing out information, clarifying doubts or encouraging trials.
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Build a relationship with the doctor
O Earn his respect for your integrity and honest communication.
O Although the sale may take longer to conclude, when you gain the doctor’s support, both the sale and your relationship will be strong and durable.