The Use of Role Play

Perri Cebedo and Associates California, USA

THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES

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The Value and Importance of Role Play

Simulates

reality Teaches selling skills Skills can only be learned by doing Learn from critique following role-play Good practice makes perfect!

THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES

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The Value and Importance of Role Play

Role-play

is "experience" Role-play leads to mastery Teaches time and call management and bridging calls Role-play awakens the competitive spirit

THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES

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Important Role Play Principles

Explain the process very clearly Show a video model whenever possible Describe physician profile and define MD role Stick to agreed-upon time limits Lessen the stress as much as possible Dont use the video camera as a whip Dont use Role play to humiliate reps Let them have fun!

THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES

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The Simultaneous Line or Griller Role Play

One

line of 4 reps facing a line of 4 doctors Reps present simultaneously to the doctors After reps presentation, doctors will advise reps on how to improve their presentations The reps line now reshuffles so that a new rep faces the doctor Reps again present the same presentation

THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES

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The Simultaneous Line or Griller Role Play

After

all reps have repeated their presentations 5 times, doctors will select best rep contestant to compete with other lines Championship role play can be videotaped

To celebrate success To use video recording as a training resource

short debrief to reinforce good feelings about the role play experience

THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES

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How to Present Clinical Papers Effectively

The

Role Play will Use a 4-Step Model

1.

Establish a need for the Clinical Paper 2. Establish credibility 3. Cite study results and convert to patient and doctor benefits 4. Ask a temperature question

THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES

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