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Medical Sales Rep Assessment
Medical Sales Rep Assessment: Shoot the Messenger, the
Message, or Both?
Getting sales representatives in front of
doctors is still the most effective way to present the "story" of a drug,
according to Hank McKinnell, CEO of Pfizer. The story is the marketing messages
contained in the detail aid and talking points that sales reps use when calling
upon physicians. Getting the story right and delivering it effectively is more
important than ever and it is crucial that sales reps get proper
training.
This article is a review of Metamorph, Inc.'s methodology of
using specially trained physicians to assess and validate sales strategy,
marketing messages and sales aids of pharmaceutical companies based on
real-time calls with reps using a standardised set of data points.
Medical Sales Rep Assessment: Shoot the Messenger, the
Message, or Both?
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