If there is one skill that can give pharma sales professionals exponential return on investments on their efforts, it is the skill to communicate effectively with doctors. Yet, this is the least developed skill among Medical Representatives and their Front-line Managers.

The crucial time for a Medical Representative is the waiting time just before he enters the doctor's cabin for a two to three-minute interaction on which the success of the call hinges. Total Communication is a tool to sharpen his skill and build his confidence by using waiting time effectively.

Breakfast is the most important meal of the day and Total Communication uses this paradigm to rein- force the concept of continuous learning for Medical Representatives and their Field Sales Managers in this important skill area.

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