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Medical Representative

7 Basic tips

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Be honest and stick to the

factsO 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 preciseO 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

evidenceO 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 knowingall the facts.

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Maintain constant

communicationO 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 doctorO Earn his respect for your integrity and

honest communication.

O Although the sale may take longer toconclude, when you gain the doctors

support, both the sale and your

relationship will be strong and durable.