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MedicinMan October 2012 Issue

MedicinMan October 2012 Issue

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Published by Anup Soans
Articles on Listening Skills, Objection Handling, Coaching, Medical Reps - Steps to Excellence, Medico Marketing, Decision Making, Infiltration and Many More to Foster Field Force Excellence in Pharma, Devices, Diagnostics and Surgical
Articles on Listening Skills, Objection Handling, Coaching, Medical Reps - Steps to Excellence, Medico Marketing, Decision Making, Infiltration and Many More to Foster Field Force Excellence in Pharma, Devices, Diagnostics and Surgical

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Published by: Anup Soans on Sep 30, 2012
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October 2012
~ FIELD FORCE EXCELLENCE ~
TM
PHARMA | MEDICAL DEVICES | DIAGNOSTICS | SURGICALS
A BroadSpektrum Healthcare Business Media’s Corporate Social Responsibility Iniave
Vol. 2 Issue 10
MedicinMan
 
Editorial
www.medicinman.net
A year into operations and things are moving at rapid pace for us at MedicinMan. After pulling off BrandDrift 2012 and FFE 2012, we are now readying for Brand Drift 2013 and FFE 2013 in February 2013.
 
The 1st Breakfast for the Brain was a grand successand there‟s a report on Page 10 by Amlesh Ranjan,who moderated the proceedings and coined theacronym, B4B.
 
The 2nd B4B will be held on Friday, 5th October at theCourtyard Marriott, Andheri East, Mumbai from 0815AM to 1000 AM.The outcome of the 1st B4B
-
we now have Medicin-Man Academy to conduct skill certification programsfor pharma professionals from entry to senior levels insales, marketing, L & D, SFE, KAM etc;Our First Skill Certification Program for Pharma SalesTrainers will be in December 2012
 
Dr. S. Srinivasan who was Sr. VP at Aventis will kick start our skill certification process as Dean, MedicalEducation of MedicinMan Academy. This issue hasthree articles by Dr. Srinivasan. We believe that every pharma field sales person must be knowledgeableabout common medical conditions and we begin thisissue with “Understanding CHF”. Let us know your thoughts on this.
 
This issue is power packed with articles from veteranslike Anthony Lobo, who has worked for 37 years as aMedical Rep and has demonstrated that one can work 
M
EDICIN
M
AN
T
HE
A
CTION
B
EGINS
 
-
Anup Soans, Editor 
 
in a highly professional manner even in challengingsituations. Anthony Lobo has written on the lost art of listening – an increasingly important skill in a noisyworld.
 
Prof. Vivek Hattangadi continues the second part of hisObjection Handling – an excellent and comprehensivetreatment of an important skills area for MRs andFLMs as well as training managers.
 
Dr. Surinder Kumar has written on Decision Making – an important skill for aspiring and practicing managers.
 
“10 Steps to Success” by V. Srinivas is a reminder for Medical Reps on the essentials of pharma field sales.
 
Dr. Amit Dang continues his series on Pharmacology,making this issue of MedicinMan a wholesome learn-ing exercise to produce knowledgeable and confidentfield sales people.Finally, my third book, Repeat Rx is now available asan eBook on Amazon.com, for reading on the Kindle,iPad as well as the PC and Mac.
 ▌
 
 
A refresher on what it takes to be agood listener with practical tips.
Anthony Lobo
 
Four more techniques for Medical Reps to handle objections fromDoctors with ease
 
Prof. Vivek Hattangadi
 
A report on the 1st Breakfast for theBrain hosted by MedicinMan at Courtyard Marriott, Mumbai.
 
How to constructively incorporatefeedback into the coaching process 
A personal story on the initial days of medico-marketing and learnings from the field.
Dr. S. Srinivasan16.Ten Steps to Reach the Summit
Simple pointers for success in phar- ma field sales 
V. Srinivasan
 
Contents 
C
LICK
 
TO
N
AVIGATE
.
Keeping a tab on the growing herbal and natural remedies market 
Dr. S. Srinivasan
 
A look at common cognitive biases that plague pharma decision-makers and make good intentions go terribly awry 
 
Concepts of volume of distribution,clearance, absorption, half-life, oral bioavailability explained 
Dr. Amit Dang23.
A look at the Facebook game launched by Boehringer Ingelheim
Products meant for sale in one territory end up in another causing much frus- tration to the field force
A Field Force Knowledge Series 
 
Dr. S. Srinivasan
 
Editor and Publisher:
Anup Soans
Chief Mentor:
K. Hariram
Advisory Board:
Vivek Hattangadi, Jolly Mathews
 Editorial Board:
Salil Kallianpur, Dr. Shalini Ratan, Shashin Bodawala, Prabhakar Shetty, Varadarajan S,Dr. Mandar Kubal, Dr. Surinder Kumar
MedicinMan Academy:
Dr. S. Srinivasan
, Dean, Medical Education
 
Now Available as an Ebook on
Calling
Connecting
Consulting
Collaborating
RepeatRx
 
REPEAT Rx is the
 first 
-
of 
-
its
-
kind 
skill certification and competency building program for creating trust and building relationships with Doctorsleading to lasting relationships and generating Repeat Rx.
 
REPEAT Rx is conceptualized and developed by Anup Soans who is theEditor of MedicinMan and author of the widely read “HardKnocks for theGreenHorn” and “SuperVision for the SuperWiser Front
-
line Manager.”
 
Visit: http://amzn.com/B009G3SJ1Y

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