Bot Detector
IJPC Seal
Download FREE Sample Issue or Article
LEARN MORE
Subscribe Today
A subscription to IJPC provides on-line access to full-text, full-color, printable PDF copies of your subscribed issues, individual articles, and purchased archives.

Detailing Your Compounding Specialty Practice - Part 2: The Presentation

Author(s):  Barnett Candace W, Jackson Richard A, Letendre William R

Issue:  Mar/Apr 2004 - Overview of USP Chapter <797>
View All Articles in Issue

Page(s):  113-119

Detailing Your Compounding Specialty Practice - Part 2:  The Presentation Page 1
Detailing Your Compounding Specialty Practice - Part 2:  The Presentation Page 2
Detailing Your Compounding Specialty Practice - Part 2:  The Presentation Page 3
Detailing Your Compounding Specialty Practice - Part 2:  The Presentation Page 4
Detailing Your Compounding Specialty Practice - Part 2:  The Presentation Page 5
Detailing Your Compounding Specialty Practice - Part 2:  The Presentation Page 6
Detailing Your Compounding Specialty Practice - Part 2:  The Presentation Page 7

Download in electronic PDF format for $75

Abstract:  The authors explain the mechanics of conducting a detailed presentation and provide a sample presentation with slides or a flip chart. They list the nine steps in giving a presentation as introducing the pharmacy, introducing the pharmacy staff, defining problem-solving services, reviewing several patient anecdotes, exploring the prospect’s needs, reviewing contemporary dosage forms, reviewing flavoring options, describing resources used by compounders and inviting questions. They also cover handling objections and provide tables containing typical questions and responses and nonspecific verbal objections and suggested counteractive responses. Other topics they discuss include the closing, gaining commitment, types of prospect responses and follow-up. In summary, they suggest anticipating questions ahead of time and spending time with the prospect after the presentation to handle objections, followed by a closing and request for commitment.

Related Keywords: Marketing, for compounding pharmacies

Related Categories: BUSINESS, MARKETING, SUPPORT

Printer-Friendly Version



Related Articles from IJPC
Title/Author
(Click for Abstract / Details / Purchase)
Issue/​Page
View/Buy
Detailing Your Compounding Specialty Practice - Part 2: The Presentation
Barnett Candace W
, Jackson Richard A, Letendre William R
Mar/Apr 2004
Pg. 113-119

Compounding in the Pharmacy Curriculum: Beyond the Basics
Hinkle Amanda R
, Newton Gail D
May/Jun 2004
Pg. 181-185

Marketing Your Prescription Compounding Practice: Part One
Letendre William R
, Jackson Richard A
Jan/Feb 2000
Pg. 36-38

Detailing Your Compounding Specialty Practice: Part 1 - Prospecting, Preapproach and Approach
Barnett Candace W
, Jackson Richard A, Letendre William R
Jan/Feb 2004
Pg. 31-34

Current Topical Treatments in Wound Healing - Part 1
Helmke Christopher D
Jul/Aug 2004
Pg. 269-274

Pharmaceutical Compounding: The Oldest, Most Symbolic, and Still Vital Part of Pharmacy
Kochanowska-Karamyan Anna J
Sep/Oct 2016
Pg. 367-374

Certification, Accreditation, and Credentialing for 503A Compounding Pharmacies
Pritchett Jon
, McCrory Gary, Kraemer Cheri, Jensen Brenda, Allen Loyd V Jr
Jan/Feb 2018
Pg. 7-16

The Role of Compounding in Closing Therapeutic Gaps--Abstracts from FIP 2013
Lutz Eugene
, Pauletti Giovanni, Carvalho Maria, Davidson Gigi, Ashworth Lisa, Subramaniam Vaiyapuri, Llambí Francesc
Jan/Feb 2014
Pg. 6-12

Specialty Compounding for Improved Patient Care: 2006 National Survey of Compounding Pharmacists
Huffman DC
, Holmes Erin R
Jan/Feb 2008
Pg. 74-82

Marketing Your Prescription Compounding Practice: Part Two
Letendre William R
, Jackson Richard A
Mar/Apr 2000
Pg. 115-117

Marketing Your Prescription Compounding Practice: Part Three
Letendre William R
, Jackson Richard A
May/Jun 2000
Pg. 199-202

Profile of a Practice: Med Specialties Pharmacy
Mathew Brina
Nov/Dec 2000
Pg. 448-449

Basics of Compounding for Cold Sores or Fever Blisters
Allen Loyd V Jr
May/Jun 2004
Pg. 206-209

Specialty Compounding for Improved Patient Care: A National Survey of Compounding Pharmacists
Huffman DC
, Holmes Erin R
Nov/Dec 2006
Pg. 462-468

Metro Atlanta Board - Certified Specialists' Attitudes Toward Compounding Pharmacy
Greenburg Aimee R
, Barnett Candace W
Jan/Feb 2004
Pg. 65-72

NABP Guidelines: Good Compounding Practices Applicable to State-Licensed Pharmacies
Allen Loyd V Jr
Mar/Apr 1997
Pg. 75-77

Marketing Tip: Marketing Reps Can Help
Capps Shelly
Jan/Feb 2000
Pg. 39

Applying Quality of Design Concepts to Pharmacy Compounding
Timko Robert J
Nov/Dec 2015
Pg. 453-463

Growing a Compounding Practice: Successful Marketing to Underserved Populations
McKettrick Greg
, Yoch Doug
Jul/Aug 2021
Pg. 270-274

PostScription: Center for Compounding Practice and Research Underway at Virginia Commonwealth University School of Pharmacy
McMullen Cynthia
Nov/Dec 2012
Pg. 524-526

Return to Top