Chapter 18 - Pharmaceutical Sales Techniques Flashcards
What is an essential element of an evidence-based medicine call?
Focus.
What should a rep do instead of planning for a call by beginning with a study?
Begin with a patient type and then locate the evidence that supports the treatment.
What level of degree do most MSLs have?
Doctorate-level scientific degrees and direct clinical experience.
What do MSLs do?
They work as highly trained professionals who interface between their company and leaders in the healthcare community. They act as educators and field-based medical resources.
How does a company judge a MSL team’s contribution to the organization?
ROE or return on investment.
MSLs provide clinical training for sales representatives. True or false?
True.
Push-through program
Strategic concept that starts where the contracts are signed with managed care organizations.
Pull-through program
Refers to “pulling through” of the product at the physician level by field sales reps.
What are the key components of a pull-through strategy?
Messaging, identification or targeted physicians, sales force deployment, and access guidelines for field sales.
What are the four types of pull-through programs?
Pull-through support, educational support, adherence/persistency, and therapeutic intervention.
What is one of the biggest time wasters in a sales rep’s day?
Travel time.
How long is the average waiting time to see a physician?
30 minutes to 1 hour even if you have an appointment.
What is the most common reason doctors aren’t interested in the studies sales reps present?
They don’t like the way the information is being presented.
What is one reason doctors don’t prescribe even after committing?
The rep gave incorrect or insufficient information.
What sector is the growth market for pharmaceutical and biotech products?
Senior citizens.
