Author | Gwen McLean

Gwen McLean is a managing editor at Walpole, MA-based Informa Training Partners. For more information on training materials that prepare pharmaceutical sales professionals to succeed in today's marketplace, contact Informa Training Partners at (508) 668-0288 or visit Informa online at


Pharmaceutical Representative

Style Matters

Pharmaceutical sales trainers are tasked with providing sales professionals with the skills and knowledge they need to do their jobs effectively. There are several challenges involved with this pursuit. Some of these challenges stem from the information that needs to be delivered. Is it too dry, tedious or scientifically complex? Other challenges stem from the learners, and more specifically, the types of learners they are. Are they able to sit still and listen to a lecture? Are they comfortable doing role plays? Can they relate the content to their everyday lives on the job?

The platinum rule

Pharmaceutical Representative

What would you say to build rapport with your doctors?

Detour to increased market share

Pharmaceutical Representative

Identify and overcome roadblocks to prescribing.

Fire up your veteran reps

Pharmaceutical Representative

Overcoming complacency in tenured sales people.