To Prescription for Success: The Role of Pharmacy Call Pharmaceutical Sales

After countless hours of product training and skills development, networking, efforts climax when the prescription is filled at the pharmacy.

Considering that pharmacists speak the same doctors to talk to you about treating the same patients to talk about treatment, we & # 39; and it is obvious that pharmacists play an important role in success.

Why wait any longer to create or develop relationships with pharmacists in the area?

The pharmacist licensed pharmacy technician. Although the diagnosis and treatment of diseases Treatment of pharmacists, medical experts, medical experts diseases.

Many physicians rely pharmacists to train patients in the metered-dose inhalers, blood pressure monitors and injectable drugs. Physicians also assume that pharmacists will monitor potential drug interactions and recommend appropriate drug substitutions.

providing the pharmacist in patient care. He is a relationship between patients and health professionals, and classification of routine illnesses such as coughs, colds or flu. Patients can expect the pharmacist to tell them how to use the medicine, what results are expected and how to react if something goes wrong.

The pharmaceutical pharmacy sales partner. Support Pharmacy key to successful pull-through programs, patient education and additional physician relationship. The pharmacist may be able to provide information on managed care formularies and drug prices, as well as a warning that it would be a matter of the patient.

Pharmacy calls are sales presentations

successful pharmaceutical sales representatives or implement pharmacy asks the same care as you are approaching a doctor asks.

conduct basic pre-call planning identify the goal of the call. You have to know, permission to display the prescription coupons? Do you want to inform the pharmacy staff to introduce a new drug? It only takes a few minutes to mentally outline what you hope to achieve, but the few minutes to make a difference.

Begin each call and implementation of statement of purpose. Most people know before they remember your name, so long as not developed a relationship, put your pharmacist for peaceful re-introducing yourself each call.

right off the point of the visit . A clear statement of the goal to help the pharmacist to assess how much time you have to spend, and whether they can afford to take the time right now. "Can I have two minutes of your time to tell you about a new indication Hoozlefritz extended release tabs?" more useful to the pharmacist as: "Hi. I & # 39; m the new rep Hoozlefritz"

Deliver concise and factual information. Pharmacists can not prescribe drugs and do not want to be "sold" the merits of the product. However, we do want to know that the indication, dosage, mechanism of action (MOA), the pharmacokinetic and pharmacodynamic (PK / PD) profile and incidence of side effects. This information is vital to consult with doctors and patients.

Close your calls asking, "What can do is to be a resource for you and your customers

Here are specific suggestions for pharmacists in three different settings, you are likely to encounter in the field? : retail chain, independent and hospital pharmacies

retail chain pharmacists & # 39; recommendations:..


partnerships pharmacists Paul, a New York state licensed pharmacist, points out that he and physicians and pharmaceutical reps all have the same goal: to provide excellent patient care, "they all depend on each other.. The cycle starts with the links to drug companies and doctors and pharmacists who are in direct contact with patients. We & # 39; and the patient care business. "

Suzanne, a licensed pharmacist Tennessee, agrees." The customers in the pharmaceutical rep & # 39; and end users. For both of us, "success" means that our customers healthier. "

Chain pharmacists agree with the whole country, that pharmaceutical reps can be more effective if they are.

o Enter the pharmacist objective clinical data

Invite o pharmacists educational programs physicians, or sponsor special programs at your local pharmacy organization

o follow through, will they say do
o the pharmacist & # 39;… and time

o Offer business cards all the time easier. the pharmacy staff to contact you.

o inform pharmacists prescription coupon, discount or coupon before the program date. This gives the pharmacy staff time to learn the quirks of the program so that they facilitate the recruitment of patients .

Paul says, "one of the drug reps in the area launched a pre-auth product in a crowded therapeutic class. It is filled with vouchers for all of our stores, and target doctors told him that. Physicians appreciate the simplicity of the patients were happy getting a free trial, I benefited from the increase in customer traffic, and this rep led the country in sales. "


o Make pharmacy sales calls Monday or early in the morning

o ask your pharmacist to stock the product" to be ready for the first recipe "

o ask your pharmacist for confidential information, such as:". Which doctors prescribe the products? "

Independent pharmacists & # 39; recommendations:

Masood runs a small chain of independent pharmacies in southern California this regard, the most important element of your sales call.." Some reps think that is because I'm not a big name chains that I'm not that important, or maybe you do not even need to be polite with me. But this is not the way to think about it. I am very busy here, a lot of customers every day. The smart reps know that I am a big business for them in this city. "

Consensus of independent pharmacists that repetition will be successful if the DO.

o Provide NDC # & # 39; s

o Understand that pharmacy customers first priority. Be patient.

o educate pharmacists of possible side effects.

o Ask for the opportunity to schedule an educational lunch presentation.

o Treat independent pharmacists and they treat chain pharmacists

"I & # 39th; ve worked with both options, and I & # 39; I saw a lot of pharmaceutical reps overlook independent pharmacies, "says Alan, Wisconsin pharmacist." Maybe they think that because you & # 39; small, you & # 39; no "real" pharmacists. But we have the same educational background, and we have the same interactions between doctors and patients than any other licensed pharmacist. "


o Ask for confidential information.

o ask your pharmacist to stock the product available without prescription

o "Sell" the pharmacist

Hospital pharmacists & # 39; recommendations:..

hospital pharmacy can only inpatients, but outpatient or a mixture of the two. Inpatient pharmacies are usually limited to stocking products that we enter the hospital to hospital move on. Hospital-based outpatient pharmacies operate like any other retail pharmacies. They are usually not restricted.

Tim is a hospital pharmacist in maine who welcomes drug reps. "reps a great source of information for me. I know that when I say a rep that the patient had an unusual reaction to the drug rep goes through to their own company to investigate. Drug companies are highly motivated to look at and follow up that will help you serve your customers better. . "

Suggestions for pharmaceutical reps when calling the hospital pharmacies DO:

o Ask scheduling educational lunch presentation

o Get information we process, offer yourself as one. a source of information.

o Ask the schedule of the hospital P & T Committee.

o Know your drugs. Be prepared to clarify and promote all the information that is included in the product Pl.


o Ask for a list of doctors who P & T Committee

o Pressure in pharmacy stock product without a prescription

o Produce sales.. call without a clear reason for the call

Which brings us back to the bottom line.. pharmacy calls are sales presentations and just like prescriber calls for improving pharmacy calls are powerful tools patient care and lead the company.

If the effort to develop productive relationships, you will find that every pharmacist in the area an extra person sales team!

Source by Sally Bacchetta

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