I walked into any office dressed in jeans and a polo shirt and sat down from the waiting position. Five minutes later, the first rep came through the threshold. He walked up to the window and asked the pediatrician. The doctor invited him back in the office, the rep brought out a visual aid and started to detail (vomit on) the doctor, and i sat there and watched the doctor mentally shut down. After a 90-second detail, the close: “Doctor, intend to count anyone to write my drug for your patients using this condition?” My doctor agreed, signed for samples, and went back to seeing patients. I thought this was the format for six out with the seven calls that I watched that morning. The seventh rep didn’t ask to are aware of the doctor. Nothing set one rep despite another.

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