How to Conduct Doctor Dinner Meetings

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9780965623117: How to Conduct Doctor Dinner Meetings
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The first book on doctor dinner meetings in years.

The authors with numerous years of pharmaceutical and healthcare experience examine all aspects of doctor dinner meetings. The book provides an excellent overview of the "How To" of conducting doctor dinner meetings.

There is heavy emphasis on pre-meeting planning and preparation, and the AMA/PhRMA/FDA guidelines for doctor dinner meetings.

The actual conducting of the meeting itself is covered extensively. Issues such as the role of the moderator, using the group, probing and listening skills, handling disruptions, and common meeting problems and participants, are all reviewed. Different types of meeting closing techniques and follow-up procedures and forms are included.

The case study scenario for the book is on how to conduct a dinner meeting for an antihypertensive product. There is a very detailed sample guide for conducting antihypertensive therapy sessions.

"How To Conduct Doctor Dinner Meetings" is an ideal book for today's pharmaceutical sales representatives, especially in light of the new PhRMA guidelines. The book equips sales people with the knowledge and skills required to effectively conduct doctor dinner meetings. It is essentially a meeting planning guide.

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From the Publisher:

So much of today's pharmaceutical sales representative's time is spent conducting, dinner, lunch, and breakfast meetings with doctors. The planning and organizing of these meetings requires a lot of skill and time. The actual conducting of the meeting itself is also an art, and if done properly, can pay big benefits. There are numerous sample planning forms, invitation letters, pre and post meeting questionnaires, and an antihypertensive product case study. This book is essentially a step by step meeting planning guide, that capitalizes on the expertise of Magnani & Associates Medical Marketing Specialists, who have conducted doctor meetings around the world.

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Dr. Joseph L. Magnani; Vincent F. Peters
Published by Black Dog Pub. Co (1998)
ISBN 10: 0965623114 ISBN 13: 9780965623117
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Dr. Joseph L. Magnani/ Vincent F. Peters
Published by Black Dog Pub. Co (1998)
ISBN 10: 0965623114 ISBN 13: 9780965623117
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Book Description Black Dog Pub. Co, 1998. Paperback. Condition: Brand New. 64 pages. 10.70x8.20x0.30 inches. In Stock. Seller Inventory # 0965623114

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