|  | Increasing sales force effectiveness through a doctor-focused team
Feb 1, 2008
By:Mark Vitello, Michael Kessler, Peter Shaw
Doctors need all the clinically relevant information in proper sequence before they can commit to using a product
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Doctors Michael B. Kessler and Peter Shaw answer the questions you're afraid to ask
May 1, 2006
By:Michael Kessler, Peter Shaw
Interacting with doctors can give reps a world of worries and questions. Who better to answer these questions than physicians themselves? Pharmaceutical Representative has invited Drs. Michael B. Kessler and Peter Shaw to respond to reps' most frequently asked questions about their interactions with physicians.
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 | Doctors Michael B. Kessler and Peter Shaw answer the questions youre afraid to ask
Jan 1, 2006
By:Michael Kessler, Peter Shaw
Doctors Michael B. Kessler and Peter Shaw answer the questions youre afraid to ask.
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Getting doctors to use your products faster
Apr 1, 2004
By:Michael Kessler
Getting doctors to use your products faster.
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Profiling the physicians you sell to
Nov 1, 1999
By:Michael Kessler
Profiling the physicians you sell to.
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A physician's advice on countering objections
May 1, 1999
By:Michael Kessler
A physician's advice on countering objections.
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Focus groups reveal docs want better queries
Jan 1, 1999
By:Michael Kessler
Focus groups reveal docs want better queries.
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May 1, 1998
By:Michael Kessler
Have you been hearing this from doctors? "Stop, I don't want to hear about your study!" If so, you're not alone.
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