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Effective Strategies for Medical Representatives

Medical representatives should provide honest and clear information to doctors. Summaries should be concise yet comprehensive, using visuals when possible to efficiently convey key details. Representatives must support their arguments with evidence from clinical trials to establish credibility. Both advantages and disadvantages of drugs should be discussed to allow doctors to make informed decisions. Maintaining ongoing communication through relationship building is important for sales and ensuring doctors' needs are met.

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mekaiel
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73 views8 pages

Effective Strategies for Medical Representatives

Medical representatives should provide honest and clear information to doctors. Summaries should be concise yet comprehensive, using visuals when possible to efficiently convey key details. Representatives must support their arguments with evidence from clinical trials to establish credibility. Both advantages and disadvantages of drugs should be discussed to allow doctors to make informed decisions. Maintaining ongoing communication through relationship building is important for sales and ensuring doctors' needs are met.

Uploaded by

mekaiel
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

Medical Representative

7 Basic tips
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.
Be clear and precise
O Doctors are busy individuals.
O Information must be clear, easy to
understand and quick to grasp.
Use Visuals
O 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.
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
Do not hide or suppress
unpleasant information
O Every drug has advantages as well as
disadvantages. Give both sides of the story.
Let the doctor decide after knowing all the
facts.
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.
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.

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