Author | Christopher E. McCarthy, MD, FACP

Christopher E. McCarthy, MD, FACP is a St. Louis–based primary care physician and author of “Pharmaceutical Marketing and the World of Primary Care.”

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Top 10 Detailing Pitfalls

Pharmaceutical Executive

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Competition for physicians' time has become so intense that some medical groups have severely restricted or banned reps altogether. Part of that strained relationship can be traced back to some of the sales techniques used by aggressive pharma salespeople. Physicians have become wary of being "sold" and often do not trust the information reps provide. Many doctors no longer feel that sales reps help provide better care for patients. Rather, physicians often come away feeling as though they just had an encounter with a used car dealer. To improve their relationships with medical professionals, pharma sales reps should avoid ten