Key questions addressed include:
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How to define potential and adoption, using the optimal mix of data and information to profile the physicians?
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How to define the right segmentation framework?
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How to to build and action plan?
You will learn:
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How to test segmentation and physician insight approaches
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How to compare their benefits
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How to measure their impact on results
Overview:
This eLearning workshop demonstrates the benefits of effective segmentation and physician insight. Each eLearner takes the role of a medical representative in a simulated setting and is asked to profile a list of physicians and build a plan for the upcoming sales cycle. They act, as ever, without any guidelines and decisions are based on professional instinct and experience. The interactive simulation work is followed by an online conceptual session on how to best approach the physician. During a second simulation round eLearners re-take their decisions step by step, applying their new knowledge. The online debriefing highlights improvement and key learning points.
Duration: 1 - 1.5 hours
Agenda:
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Introduction (5-10 minutes)
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Simulation decision (20-30 minutes)
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Conceptual session including debriefing (20-30 minutes)
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Simulation decision retaken (10-15 minutes)
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Conclusion (5 minutes)
