Jane Y. Chin has a doctorate in biochemistry and experience in sales and medical affairs. She coaches reps to be more scientifically confident in communicating with physicians. For more information on how Chin can help sales teams improve their effectiveness, contact her at firstname.lastname@example.org or through her Web site, www.pharmrepclinic.com.
Over the past three years as a columnist for Pharmaceutical Representative, I have written on many aspects of clinical selling aimed to help pharmaceutical sales reps establish meaningful dialog with their physician customers.
It is all too tempting for field reps to put on blinders before they confront the changes that have occurred in our industry. Why would reps bother with the patterns of industry consolidation or fragmentation that industry observers have been watching recently – especially when media criticize pharmaceutical sales and marketing practices, or spin healthcare affordability.