Mike Stone

Mike Stone is a retired U.S. Navel Medical Officer and a provider in a busy family practice clinic in Tennessee. He also teaches "Edge Seminars" on building relationships between doctors and sales representatives. He can be reached at (423) 787-1656 or through his e-mail at mikestone37745@yahoo.com.


Relationship building: A potent tool

It seems nothing short of amazing to me that the vast majority of pharmaceutical reps bypass what is surely the most potent sales tool that exists. Before I became a provider 22 years ago, I was involved in sales. It was then that I realized that sales are greatly influenced by the nature and quality of the relationships between salespeople and their customers. Failure on the part of pharmaceutical representatives to develop good, strong relationships most often leads to poor prescribing habits on the part of the provider.