Interesting Starts in Pharmaceutical Sales Careers
Here’s a very interesting case especially if you are interested in pharmaceutical sales careers. Dr. W. was a senior physician who had a huge practice which consisted mainly of elderly patients. So when a new drug which protected elderly patients from stomach ulcers was launched, he quickly put the drug to the test by putting himself and three of his best friends on it since they were all in the same age group that was prone to stomach ulcers.
Unfortunately, this drug was initially launched with a four times per day dosing schedule and at this dosage, a significant percentage of patients experienced a very nasty side effect, namely diarrhea.
The next day after taking the drug, Dr. W. and his three buddies went out to play their favorite game which was golf. At the ninth hole, all four men suddenly experienced the diarrhea side effect from taking the drug. Their golf game was certainly cut short Pharmaceutical rep training .
When the new pharmaceutical sales rep responsible for promoting this drug visited Dr. W., the doctor told the him that based on his awful experience with the drug, he will never prescribe the product again.
This was a major setback for the pharmaceutical sales rep because Dr. W. was potentially one of the most important customers in the entire territory due to his mainly senior age patients who were all candidates for the drug. This was not a good way for this rookie to start his brand new career.
Fortunately, Dr. W. did like another one of this drug rep’s products so the he wasn’t thrown out of the office. So what this he did was to continue supporting Dr. W.’s use of this other drug in order to slowly build up a good business relationship with the physician Pharmaceutical Sales certification .
Over the next couple of months, he visited Dr. W. every other month making sure that his office was always stocked with an adequate supply of drug samples since the doctor liked using them for his patients. The rep kept Dr. W. up to date on all of the company’s products in terms of the latest published clinical studies.
He also took Dr. W. to a few medical conferences featuring some very high level medical specialists which furthered the doctor’s own education on the latest medical treatments.
Dr. W. learned during one of these medical education events that top specialists were experiencing great success with the rep’s product without the diarrhea side effect by using a twice per day dosage rather than four times daily. At this lower dosage, patients were still adequately protected from stomach ulcers but didn’t get the nasty side effect.
The pharmaceutical sales rep gently encouraged Dr. W. to try the drug out on a few patients at the lower dosage as reported at the medical conference. It took an entire year before Dr. W. did eventually try the drug again but when he did, patients came back reporting good results without side effects.
Dr. W. put the drug on more patients including himself again. No side effects were noticed this time. Over the next few months, he prescribed the drug to a huge portion of his elderly patients with success.
He became one of the rep’s biggest supporters in the sales territory. With similar support from other physicians, this rep grew the sales level of this drug significantly beyond budgeted expectations. Please visit here https://www.topmastersinhealthcare.com/job-profiles/pharmaceutical-sales-representative/ for more details. #Pharmaceuticalreptraining
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