A vital aspect of a representative’s relationship with their customer is the ability to converse at the “same” level. The benefits of representatives fully understanding the world of clinical papers will enable an in depth understanding of their products, their strengths and weaknesses and in turn their competitor products. The capability to confidently and accurately verbalise scientific data will ensure that the information contained within a clinical trail is used in the best possible way. That is to generate new sales and maintain confidence in products.

This programme will:

• Outline the processes involved with clinical trials
• Show how to interpret clinical data and be comfortable with all terms used in a published trial
• Demonstrate how to fully critique a clinical paper
• Show how to formulate appropriate open questions to achieve an in-depth conversation relating to a clinical study and subsequently be able to  implicate on specifics of that study
• Give participants an opportunity to critique and role play communicating “key messages” from at least 2 separate clinical trials. (One role play will be presenting a clinical paper in a one on one situation and the other to a group)

Outcomes

Participants will:

• Have the self-confidence to comfortably critique a clinical paper, communicate the methodology, results and overall key messages from that paper
• Be able to formulate questioning techniques to ensure a paper is used to it’s full potential i.e. changing an opinion and hence making a sale