Articles by Ellen Cahill - Pharmaceutical Executive

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Articles by Ellen Cahill

Words of Action

With an average of 90 seconds to detail docs, reps need to make an impact. And it's up to trainers to make sure they know how.
May 1, 2006

A senior executive recently told me about a method he uses to distinguish people who have made an impression on him from those who have not. On Friday afternoons, he fans out the pile of business cards he has received since Monday morning and carefully looks at each card. If he can't remember the person and one idea about their meeting, he throws the card away. He scoops up the remaining cards and hands them to his assistant with instructions that those are the people whose phone messages he will return the following week.

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