Hey, sales reps. Doctors aren't robots, so give them some love, P&G Health executive says

Forget the charts and graphs, sales reps. Lead with your heart instead. That’s the message from Attila Cansun, chief marketing officer for Merck brands at the newly rebranded P&G Health.

After developing a marketing framework for consumers he calls LoveBrands, Cansun and his team are using a similar evaluation-and-revamp for the company’s physician relationships. One stat they zeroed in on was this: Some 80% of OTC sales rep presentations center on scientific data and graphs representing it.