What makes sales conventions work.
Gary Noon talks to Pharm Exec Europe about his Big Pharma experience, his presidency of IMS (US) and his new role in bringing the pharmacist to the forefront of the industry-patient equation.
In the sixth instalment of his series, Kevin Dolgin takes a holistic view of the direction in which the pharma sales environment is developing.
In the past, many were of the opinion that pharmaceutical products tended to 'sell themselves' and all that was needed were some handy reminders...
That word, 'communications,' is really what it's all about. Find out what people are thinking and act on it as much as you can.
As reps move away from the 'muppet-esque' job of running from one brass plaque to the next, expounding on the glories of their product, then what exactly will they be doing? We've discussed their new role as service providers, but service to whom?
The muppets understood. There is a video showing a muppet giving a heartwarming corporate speech that quickly transforms into a fevered plea to SELL! "... for puppy dogs and kitty cats, for everything that is near and dear to us, I ask you to remember just one word, the one word that makes it all possible, and that word is SELL! I want you to SELL! I want you to get out there and sell your socks off ... "
Why conduct pan-European communications?
Although manufacturers are producing novel and innovative medicines, patients are still unable to access them...
