Reprint Readiness for Raised Revenue April 08, 2008 Edited by Jeremy Cohen
Christmas appears to have come three months late (or would that be nine months early?) for pharmaceutical and biotech sales reps. Total Learning Concepts—a provider of sales training solutions for the industry—has just introduced a new edition of its Reprint Ready! interactive training tool, which teaches biopharma sales professionals how to use clinical reprints to their selling advantage.
The second edition of Reprint Ready! makes this repository of information available as a Sharable Content Object Reference Model (SCORM) 1.2 package, an industry standard for distribution and management of e-learning content. With this new version, the content can now be deployed on a biopharma company’s Learning Management System, though it will also continue to be made available in CD-ROM format.
Reprint Ready! uses sales simulations, tutorials and reference engines to train biopharma sales professionals in the best ways to use clinical reprints in selling situations. "The interactive format of Reprint Ready! brings to life content that might otherwise seem 'dry' to sales representatives," says Dr. Glen Low, director of e-learning strategies for Total Learning Concepts. "Reprint Ready! presents game-like challenges that take learners through several difficult case studies. Content can be customized to a learner's level and a company's particular media."
Evidence-based medicine is playing an increasing role in physicians' prescribing decisions. Reprint Ready! teaches sales reps to recognize, understand and discuss what makes these types of clinical studies relevant and influential to physicians.
"The average biopharma sales representative is not well prepared to read and interpret evidence-based studies, yet they are often in selling situations that requires discussions about these clinical reprints,” says Low. "Reprint Ready! teaches sales professionals how to better understand clinical studies and how to use them to tailor their discussions with physicians by using an illustrative case study. The illustrative case content can be utilized along with an actual case study to maximize learning and selling effectiveness."
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