NAPSRx Certification Exam Study Guide Chapter 20

What key points should a Sales Rep follow to make the most of sales calls? pg 333-335 - 1) Pre-call planning: Review call notes from previous interactions Review most recent sales data 2) Their Agenda, Not YOURS: Come up with open and insightful questions to ask to pinpoint physicians needs 3) No Data Dumping 4) Know your stuff 5) Work the office - office managers and nurses 6) Not making a social call 7) Close the call 8) Provide Fair balance 9) Know the disease 10) Counterpart coordination 11) Read the environment There are about how many pharmaceutical sales reps in the U.S.? pg 333 - 900,000 How should a pharma sales rep organize their day? pg 335-336 - 1) Itenary done and filed with district manager 2) Calls for the day, back-up calls, and pharmacy calls 3) Sales Brochures 4) Samples 5) Call planning, record keeping and computer equipment 6) Travel Supplies 7) Territory planning - teaching hospitals and clinics 8)Other important locations to record and find: such as community/specialty hospitals, managed care, ambulatory care centers, retail pharmacies, institutional pharmacies, government accounts 9) Type of insurance coverage 10) medical profiles, ethnic groups, income profiles What are 4 simple ways to find information on a client before you show up for your first call? pg 336/337 - 1) call ahead and ask the clients what they want to talk about 2) Understand the drugs your client is prescribing now 3) Try to find out as much as you can about the client you are calling on 4) Tal to physicians patients What are a few tips on questioning a client in a manner that encourages their cooperation? pg 336-337 - 1)prepare ahead of time 2)make conversation, dont interrogate 3)start with general questions, then move towards specific questions - let conversation flow 4)save sensitive questions for later in the interview 5)take notes