The checklist

Over the past three years as a columnist for Pharmaceutical Representative, I have written on many aspects of clinical selling aimed to help pharmaceutical sales reps establish meaningful dialog with their physician customers.

In this, my last column, I'd like to share a checklist critical for the quintessential clinical-sales professional.

Clinical trials competency

Know what a clinical trial actually is and how it contributes to available levels of scientific "evidence."
Know the principles of Good Clinical Practice (GCP) and why they are crucial in bringing a drug to market.
Understand how clinical trials are designed and the purpose that each phase of clinical development serves.
Know how clinical studies are interpreted (or misinterpreted), including data concepts involving statistics and p-values.

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