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7 basic tips

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Md. Khairul Alam
Md. Khairul Alam

The document provides 7 tips for pharmaceutical sales representatives when communicating with doctors: 1) Be honest and stick to facts without exaggeration, 2) Provide clear and precise information as doctors have little time, 3) Use visuals like pictures which can convey information more effectively, 4) Support arguments with evidence like case studies for credibility, 5) Disclose both advantages and disadvantages of drugs for doctors to make informed decisions, 6) Maintain constant communication through follow ups to encourage trials, and 7) Build relationships with doctors through honest communication to establish strong and durable partnerships.

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7 Basic Tips Md. Khairul Alam Senior Product Manager Nuvista Pharma Limited
Tip # 1 Be Honest & Stick to the facts Doctors seek clear & honest information on a drug: what it can do, as well as what it can not do in a given condition Exaggeration may lead to a trial or two, but sooner or later the drug will be discarded if it does not meet expectations
Tip # 2 Be Clear & Precise Doctors are very busy individuals Information you are providing must be clear, easy to understand and quick to grasp
Tip # 3 Use Visuals Pictures, illustrations and drawings add value to any form of communication and their use is very important A good picture speaks and serves a thousand words Visuals must add value to your communication, not detract from it
Tip # 4 Support your argument with Evidence Case studies are far more convincing than hypothetical examples or a barrage of unsupported information Use studies as a weapon to convince and to gain credibility
Tip # 5 Dont hide or suppress unpleasant information Every drug has advantages and as well as disadvantages. Give both sides of the story. Let the doctor decide after knowing all the facts.
Tip # 6 Maintain constant Communication A sale is a seldom concluded in a single encounter. Be in constant communication with the doctor by passing out information, clarifying doubts or encouraging trials.
Tip # 7 Build Relationship with the doctor Earn doctors respect for your integrity and honest communication. Although the sale may take longer to conclude, when you gain the doctors support, both the sale and your relationship will be strong and durable.
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7 basic tips

  • 1. 7 Basic Tips Md. Khairul Alam Senior Product Manager Nuvista Pharma Limited
  • 2. Tip # 1 Be Honest & Stick to the facts Doctors seek clear & honest information on a drug: what it can do, as well as what it can not do in a given condition Exaggeration may lead to a trial or two, but sooner or later the drug will be discarded if it does not meet expectations
  • 3. Tip # 2 Be Clear & Precise Doctors are very busy individuals Information you are providing must be clear, easy to understand and quick to grasp
  • 4. Tip # 3 Use Visuals Pictures, illustrations and drawings add value to any form of communication and their use is very important A good picture speaks and serves a thousand words Visuals must add value to your communication, not detract from it
  • 5. Tip # 4 Support your argument with Evidence Case studies are far more convincing than hypothetical examples or a barrage of unsupported information Use studies as a weapon to convince and to gain credibility
  • 6. Tip # 5 Dont hide or suppress unpleasant information Every drug has advantages and as well as disadvantages. Give both sides of the story. Let the doctor decide after knowing all the facts.
  • 7. Tip # 6 Maintain constant Communication A sale is a seldom concluded in a single encounter. Be in constant communication with the doctor by passing out information, clarifying doubts or encouraging trials.
  • 8. Tip # 7 Build Relationship with the doctor Earn doctors respect for your integrity and honest communication. Although the sale may take longer to conclude, when you gain the doctors support, both the sale and your relationship will be strong and durable.