| Competencies for the quintessential professional
Oct 1, 2007
By:Jane Y. Chin
Over the past three years as a columnist for Pharmaceutical Representative, I have written on many aspects of clinical selling aimed to help pharmaceutical sales reps establish meaningful dialog with their physician customers.
 |
 | Why Dr. Evans established rules for reps
Aug 1, 2007
By:Jane Y. Chin
Reps now seem to recognize that our time is valuable and belongs to us and our patients.
|
Brushing off a bad interaction
May 1, 2007
By:Jane Y. Chin
Try to begin and end your day with visits to offices where you can expect positive interactions – this helps you start off on a sunny note.
|
 | How industry bears the brunt of change
Mar 1, 2007
By:Jane Y. Chin
It is all too tempting for field reps to put on blinders before they confront the changes that have occurred in our industry. Why would reps bother with the patterns of industry consolidation or fragmentation that industry observers have been watching recently – especially when media criticize pharmaceutical sales and marketing practices, or spin healthcare affordability.
|
Find out what is meaningful for doctors
Jan 1, 2007
By:Jane Y. Chin
A sense of clinical context comes not only from knowledge of the doctors' clinical practice environment but also from observing and listening carefully during each interaction.
|
Putting clinical science back into clinical selling
Dec 1, 2006
By:Jane Y. Chin
For pharmaceutical representatives to be effective spokespeople for the industry, the industry must first address the issues that have physicians closing doors to reps.
|
A look at off-label prescribing
Nov 1, 2006
By:Jane Y. Chin
The prevalence of off-label prescribing can make navigation within the physician community fraught with regulatory risks.
|
What reps can learn from CME professionals
Oct 1, 2006
By:Jane Y. Chin
Many techniques CME professionals use to engage physicians can also be applied to rep-physician interactions.
|
A look at the TGN1412 controversy
Sep 1, 2006
By:Jane Y. Chin
Phase I trials may not accurately reflect the safety profile of a new treatment.
|
| |
| 
