1) Many medical representatives struggle to get doctors to prescribe their products despite detailing patients daily. Few representatives can observe if a doctor actually prescribes a particular product after detailing. 2) Over time, without proper training on how to effectively detail patients to get prescriptions, it becomes difficult for representatives to demonstrate prescription-writing ability. 3) Medical representatives need to track prescription habits, focus on priority products for each doctor based on their needs, maintain sincerity and commitment, and provide new contextual information with each visit to sustain attention.

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Ref: Medicinman January 2013, Page 8-10
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