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Physician Engagement
PeopleMetrics Rx, along with several independent research studies, has found that the “relationship” that the physician has with the sales representative is a significant predictor of prescribing behavior.
Most “sales representative effectiveness” studies examine the sales representative/physician relationship in functional terms (e.g. frequency of visits, provision of samples, use of the product brochure) rather than in emotional concepts that underlie most healthy relationships (e.g. caring, trust, respect).
PeopleMetrics Rx has developed an approach for measuring the effectiveness of the sales representative/physician relationship based on the concept of engagement. This approach reveals the drivers of Physician Engagement with sales representatives, as well as the “boost” that results when high sales representative performance on emotional drivers is combined with an acceptable level of functional performance.
If you are interested in understanding how your sales representatives can improve their relationship with physicians, contact us to request a copy of our Physician Engagement white paper or discuss your Physician Engagement research needs.
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