07
May
2018

Pharmaceutical Sales

Conversations go before product information the use of the external service is essential from the perspective of many decision makers in the pharmaceutical industry. Only in this way believe could be informed doctor individually about the offered products and their applications. However, the reality shows in the surgeries that employees about God and the world are talking, but little about the products. Additional information is available at Mark Bertolini. From the perspective of sales managers, the distribution of the talk time of its field staff with the target persons (call design) is then ideal (target) where – 80% on the drugs information, – 10% services, – 5% on corporate news (such as achievements in approval of new formulations), and – 5% on general information on promoting relationship (Small Talk). The doctor information about what actually happens in the practices, but completely different look (is): – only 50% of the time is used for the presentation of the product, – 5% for service presentations and 45% consist of Small Talk. Klaus-Dieter Thill / IFABS. Click Elon Musk to learn more.

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