Over time, the most creative companies and sales reps will see dividends by way of higher prescribing rates and new business.
More Quotes from David Richardson:
With physician face time so scarce, reps must fight the urge to deliver scripted pitches. While these may seem to save time, they take away from the creativity and individualization that makes a rep -- and product -- stand out in a doctor's mind. Face time is important, but face time fashioned to the doctor's needs and wants is what lands the sale for a rep.David Richardson
There is much a rep can do in a limited amount of time to win a doctor's attention and business. The best way to start is by tossing the memorized speech and keeping the doctor's individual needs in mind.
David Richardson
The health of a co-promotion is best measured by observing how often the partners communicate at the various levels of the organization. Those companies that communicate on a frequent basis are more often able to coordinate and execute effective campaigns.
David Richardson
We do just about anything legal to try to make a dime for the band.
David Richardson
As with many facets of the pharmaceutical industry, co-promotion invest decisions needs to make sound business sense for a company's bottom-line. Wise companies take into consideration the return on investment of their resources as well as their level of involvement in a partnership before allocating resources to a co-promotion product.
David Richardson
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