Pharmaceutical Sales from the Patient Side, by Melody Sheorn

May 18, 2012 § Leave a comment

Though they may never have an interaction with a patient, pharmaceutical sales representatives are integral to bringing new medications to the masses by providing doctors with details and information on the use of new prescription drugs and products. Physicians can provide support for patients beyond their office doors by working in tandem with pharmaceutical representatives to accurately convey the details of medications for patients. Aside from simply marketing a product to doctors, pharmaceutical reps should consider marketing the product as it will appear to patients who are naturally concerned about side effects, efficacy, and alternative treatments. It is important to step into the mindset of a possible patient and to present doctors not only with the information necessary to make an informed decision about the product, but also the continued resources and support necessary to ensure patient compliance. Developing a relationship with your customers will help you sell more and make certain that both your company and patients are the beneficiaries of new pharmaceuticals.

Melody Sheorn is a former pharmaceutical sales representative with Novartis AG and inVentiv Health in northern Florida and southern Georgia. During her time there, she helped physicians to understand the medications that best fit their patients’ needs. She was the recipient of the company’s Representative of Distinction award in 2011.


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