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Build Solid Relationships with Doctors

January 1st, 2009

Build solid relationships with doctors


Pharmaceutical executives must build a strong sales force by building a bridge to a strong and lasting relationship with doctors, advise industry experts.


“U.S. pharma companies’ field forces have swelled to more than 80,000 reps — a 31 percent jump in the last two years alone — yet doctors’ available time is fixed or shrinking,” advises a report from Pharmaceutical Executive magazine.


Responding to a national study, doctors revealed a wish list of information pharmaceutical executives should address in training a viable sales force:


Bullet Arrow More balanced information
Bullet Arrow More clinical comparisons
Bullet Arrow Surveys what others in the medical community think
Bullet Arrow Information on new clinical data, formulary updates, new uses for products, etc.
Bullet Arrow Access to journal articles, unbiased educational opportunities
Bullet Arrow Patient discounts for medications through coupons, discounts cards, or indigent programs
Bullet Arrow Continuing medical education







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