Sounds like an amature. Seriously, some of these wet behind the ears get all caught up in the "process" and forget how to just talk to people. You can find out more about a person through simple conversation, than you can through "techniques". Hmmm, haven't we learned this out in the field, yet. Doctor's hate it, absolutely are insulted by formulaic droidal reps, who come in with the open ended questions and canned crap. Managers take note. You want to make your rep and yourself look way retarded, then just force the canned approached.
When, oh when, will BIG Pharma droids get this figured out? Probably not until reps are no longer allowed in any offices!