John Kuchna

John Kuchna has directed training at large, mid-size and small pharmaceutical companies. He specializes in the redesign of representative and management curricula. He holds over 92 certifications in the areas of coaching and selling skills.

This is the sixth article focusing on important medical specialties. Each article offers insight into the types of practice settings for the physicians, their training, residency requirements, and the defining features of the specialty. This series aims to help sales reps to expand their knowledge and understanding of their customers in order to build stronger business relationships. Use this tool during business planning, call strategy and physician interaction.

Welcome to the fifth article in the MD Spotlight Series, in which the specialty of psychiatry is highlighted and related resources are featured. You will gain greater insight into the field of psychiatry and identify new ways to relate and communicate at a more sophisticated level with this customer type. Use this tool to aid you during business planning, call strategy and physician interaction.

Today, nursing is more diverse than any other field of medicine

Welcome to the third article in the MD Spotlight series, in which the specialty of cardiology is highlighted and related key resources are featured. You will gain greater insight into the field of cardiology and the role of the cardiologist that may help you identify new ways to relate and communicate at a more sophisticated level with this customer type. Expanding your knowledge and understanding of your customers will help you build stronger business relationships. Use this article to aid you during business planning, call strategy and physician interaction.

The second article in the MD Spotlight series will profile the specialty of urology. The goal is to provide you with greater insight into the field and help you identify ways to relate and communicate at a more sophisticated level. Expanding your knowledge and understanding of your customers ultimately will help you build stronger business relationships. Use this tool to aid you during business planning, call-strategy formulation and physician interaction.

Career management has always been the most critical aspect of working at any company. With corporations changing at an ever-increasing pace, it has become more important than ever to have a personal game plan for moving your career forward. Representatives who are committed to pursuing developmental goals can capitalize on their strengths and set a path for growth. Proactively incorporating career-management and -advancement strategies will help you grow, learn and change.

OB/GYNs often play a role as life-long counselor.

Objections give you insight into the needs and concerns of others.

Optimizing the district manager field visit.