NAPSRx Certification Exam Study Guide Chapter 19

Physicians are using what type of medicine strategy to make treatment decisions? pg 303 - Evidence-based medicine strategies defined as a set of validity and usefulness criteria that physicians use to review studies and make treatment decisions What is the SHORT Call protocol? pg 303-305 - 1) Focus - focus on specific patient type and data that supports treating this patient type such as clinical evidence 2) Validity and Usefulness - statistical significant 3) Courageous Questions - comparative questions, make the physician stop and think 4) Close - refer back to patient type, and link patient once again to the evidence, ask for more time on next call to discuss findings more in depth Describe a Medical Science Liaisons educational background? what do MSL provide most companies? pg 305-306 - nearly all MSL have doctoral level scientific degrees and direct clinical experience MSL are educators and field based medical resources MSL teams contributions to the organization is viewed as ROE (return on education) what do MSL provide most companies: Clinical training of sales representative Journal and Scientific information reviews Clinical/data updates competitive intelligence Clinicians viewpoints on the company thought leader support and networking commercial support from a clinical perspective clinical trial and pipeline activities Scientific expertise on a new area of exploration for the company, such as evaluating potential products for acquisition, competitive intelligence, or emerging areas Educational forums and presentations What are 10 things that a sales rep, can learn from a MSL to take your job performance to the next level? pg 307-309 - 1) Be a consultant - not a sales rep: best MSLs are consultants 2) Quit wearing a badge - sales people wear badges, consultants dont 3) Dont devalue yourself - there is no hierarchy between physician and yourself, yall are equal 4) Dont hold dinner programs - get a group of doctors together at restaurant and have a conversation about a particular subject and MSL always partake in conversation 5)Dont bring in lunches - the more you take your customer out to lunch, the more rapport you build with them 6) Know your science - be expert on both on and off label uses for your product, keep up with all medical journals