Focus Magazine - Winter 2012 - 47
CLIP&GOACTIVITY
Triple Header Role Play
As the industry moves to a more customer-focused mentality, tailoring messages is a must. This activity can help tailor messages that move a customer along a continuum, elevating conversation and increasing collaboration.
Time Required
45 to 90 minutes
Number of Participants
4 to 20 participants, working in groups of 2 or 3
Materials Needed
J Physician profile cards for physician-players Scenario cards requiring your representatives to innovate on their presentations. For example: • • Physician agreed to try agent on an appropriate patient at last call Physician has a question about off-label use and was contacted by Medical Affairs
Key resources used in clinical discussions with physicians.
Facilitation
1. Divide the group into teams of 2, 3, or 4 depending on your group size. 2. Give each group a physician profile. The groups will have 15 minutes to collaborate on planning a “first” call to that physician. 3. After 15 minutes, tell the groups to report to their first assigned “office” to deliver the first call. Team members who are not leading the call are observers, and should play an active role. Physician players will have drawn a “scenario” card that will inform their questions and concerns. 4. The team returns to the planning area to strategize on the follow-up call. After 15 minutes, tell teams to report to their followup call, with a new rep leading the call. 5. Teams return to the planning area to plan the third call. After 15 minutes, begin third call. 6. Representatives can either make calls on a different physician or share their profiles and scenarios with the group.
FOCUS | WINTER 2012 | www.spbt.org/resources/focus-magazine.aspx
This workshop activity was submitted by the RJO Group. The RJO Group is a creative communications company that creates experiential events and educational programs. They can be reached at www.rjogroup.com.
47
http://www.rjogroup.com
http://www.spbt.org/resources/focus-magazine.aspx
Focus Magazine - Winter 2012
Table of Contents for the Digital Edition of Focus Magazine - Winter 2012
Focus Magazine - Winter 2012
From the President: Make 2012 Your Year to Develop
Table of Contents
Table of Contents
Guest Editor: Social Learning Can Be Cool … With Purpose
4 Ways Learning Can Impact Innovation
Learning 2.0: Leveraging Technology to Learn, Compete and Win
The Privilege of Facilitating
Lung LLC: Breathing Lessons
Using Cost-Effective eLearning Tools to Increase Learning Transfer
Sales Training Internships: A Win-Win for Everyone
Maximize Your Distance Learning
Product Training - Marketing's Partner or Vendor?
Emotional Intelligence for Leadership Development
Making Room for Emotional Intelligence
Training New Medical Device Sales Reps - Getting It Right
Infographic
Heard it on the Tweet
People News
Company News
Clip & Go Activity
Ad Index
Focus Contacts
5 Questions with…Bill George
Focus Magazine - Winter 2012 - Focus Magazine - Winter 2012
Focus Magazine - Winter 2012 - Cover2
Focus Magazine - Winter 2012 - 3
Focus Magazine - Winter 2012 - 4
Focus Magazine - Winter 2012 - 5
Focus Magazine - Winter 2012 - 6
Focus Magazine - Winter 2012 - From the President: Make 2012 Your Year to Develop
Focus Magazine - Winter 2012 - 8
Focus Magazine - Winter 2012 - Table of Contents
Focus Magazine - Winter 2012 - 10
Focus Magazine - Winter 2012 - Table of Contents
Focus Magazine - Winter 2012 - 12
Focus Magazine - Winter 2012 - Guest Editor: Social Learning Can Be Cool … With Purpose
Focus Magazine - Winter 2012 - 14
Focus Magazine - Winter 2012 - 4 Ways Learning Can Impact Innovation
Focus Magazine - Winter 2012 - 16
Focus Magazine - Winter 2012 - Learning 2.0: Leveraging Technology to Learn, Compete and Win
Focus Magazine - Winter 2012 - 18
Focus Magazine - Winter 2012 - The Privilege of Facilitating
Focus Magazine - Winter 2012 - 20
Focus Magazine - Winter 2012 - Lung LLC: Breathing Lessons
Focus Magazine - Winter 2012 - 22
Focus Magazine - Winter 2012 - 23
Focus Magazine - Winter 2012 - 24
Focus Magazine - Winter 2012 - Using Cost-Effective eLearning Tools to Increase Learning Transfer
Focus Magazine - Winter 2012 - 26
Focus Magazine - Winter 2012 - 27
Focus Magazine - Winter 2012 - Sales Training Internships: A Win-Win for Everyone
Focus Magazine - Winter 2012 - 29
Focus Magazine - Winter 2012 - 30
Focus Magazine - Winter 2012 - Maximize Your Distance Learning
Focus Magazine - Winter 2012 - 32
Focus Magazine - Winter 2012 - 33
Focus Magazine - Winter 2012 - Product Training - Marketing's Partner or Vendor?
Focus Magazine - Winter 2012 - 35
Focus Magazine - Winter 2012 - 36
Focus Magazine - Winter 2012 - Emotional Intelligence for Leadership Development
Focus Magazine - Winter 2012 - Making Room for Emotional Intelligence
Focus Magazine - Winter 2012 - 39
Focus Magazine - Winter 2012 - Training New Medical Device Sales Reps - Getting It Right
Focus Magazine - Winter 2012 - 41
Focus Magazine - Winter 2012 - Infographic
Focus Magazine - Winter 2012 - 43
Focus Magazine - Winter 2012 - Heard it on the Tweet
Focus Magazine - Winter 2012 - 45
Focus Magazine - Winter 2012 - Company News
Focus Magazine - Winter 2012 - Clip & Go Activity
Focus Magazine - Winter 2012 - Ad Index
Focus Magazine - Winter 2012 - Focus Contacts
Focus Magazine - Winter 2012 - 5 Questions with…Bill George
Focus Magazine - Winter 2012 - Cover3
Focus Magazine - Winter 2012 - Cover4
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