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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
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What are most annoying rep characteristics?
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<p>[QUOTE="DrDave, post: 4307357, member: 11145"]The "next five patients" hard close type of language is something I haven't heard for some time, although the more general "will you try it, get some experience" is something I hear from time to time. I personally dislike it because I think it exploits a flaw that physicians have had for decades - believing that somehow the small N of their personal experience carries the same weight as a well-designed RCT. I'm not sure most physicians feel similarly, though, and, presumably, it still works on the flawed ones!</p><p><br /></p><p>"Sincerity" is a subjective perception that can burn you if you rely on it alone (I'm sure Bernie Madoff came across as a sincere guy to a lot of people), but depth of knowledge in the areas you cite is important, hard to fake and does matter, at least to me.</p><p><br /></p><p>Your reference to scripting applies to my previous answer very nicely - emphasis on proteinuria was clearly a case of sticking to a script rather than listening to my perspective and trying to accommodate it in the message. Hardcore. unrelenting scripting happens, but, actually, not as much as it did years ago. Unfortunately, the reps who are capable of deviating from the script in a meaningful way are now constrained much moreso than years ago, so their only alternative is to refer me to a MSL or say nothing at all when a clinically relevant but non-approved topic comes up.</p><p><br /></p><p>Thanks again for your post![/QUOTE]</p><p><br /></p>
[QUOTE="DrDave, post: 4307357, member: 11145"]The "next five patients" hard close type of language is something I haven't heard for some time, although the more general "will you try it, get some experience" is something I hear from time to time. I personally dislike it because I think it exploits a flaw that physicians have had for decades - believing that somehow the small N of their personal experience carries the same weight as a well-designed RCT. I'm not sure most physicians feel similarly, though, and, presumably, it still works on the flawed ones! "Sincerity" is a subjective perception that can burn you if you rely on it alone (I'm sure Bernie Madoff came across as a sincere guy to a lot of people), but depth of knowledge in the areas you cite is important, hard to fake and does matter, at least to me. Your reference to scripting applies to my previous answer very nicely - emphasis on proteinuria was clearly a case of sticking to a script rather than listening to my perspective and trying to accommodate it in the message. Hardcore. unrelenting scripting happens, but, actually, not as much as it did years ago. Unfortunately, the reps who are capable of deviating from the script in a meaningful way are now constrained much moreso than years ago, so their only alternative is to refer me to a MSL or say nothing at all when a clinically relevant but non-approved topic comes up. Thanks again for your post![/QUOTE]
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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
General Discussion
>
Ask Dr. Dave
>
What are most annoying rep characteristics?
>
Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
General Discussion
>
Ask Dr. Dave
>
What are most annoying rep characteristics?
>