{"id":7668,"date":"2007-05-25T10:09:00","date_gmt":"2007-05-25T10:09:00","guid":{"rendered":"http:\/\/www.pharma-mkting.com\/dumb-blonde-reps-vs-slovenly-genius\/"},"modified":"2019-02-21T01:26:02","modified_gmt":"2019-02-21T01:26:02","slug":"dumb-blonde-reps-vs-slovenly-genius","status":"publish","type":"post","link":"http:\/\/ec2-54-175-84-28.compute-1.amazonaws.com\/pharma-mkting.com\/blog\/dumb-blonde-reps-vs-slovenly-genius\/","title":{"rendered":"Dumb Blonde Reps vs. Slovenly Genius Reps"},"content":{"rendered":"

\"\"<\/a>Ed Silverman over at Pharmalot posted a fun little item about a poll that Cafe Pharma is currently running.<\/p>\n

Ed asked “Do Good-Looking Reps Do Better?<\/a>” or rather that was the gist of the poll.<\/p>\n

The devil is in the details. Here’s what the poll asked:<\/p>\n

Which type of rep gets the best results? An average looking rep that knows their products and can sell? or A super attractive rep that is an idiot and can’t sell?<\/p>\n

Only 16% of respondents chose the super attractive rep option.<\/p>\n

Unfortunately, this survey can’t possibly yield any meaningful insights.<\/p>\n

To sell (ie, “do better” or “get best results”), you first have to get in the door. So, a better question would have been: Do attractive reps get better access to physicians than do slovenly, but knowledgeable, enthusiastic piglets?<\/p>\n

I think a lot more than 16% would answer “Yes” to that!<\/p>\n

Another, more meaningful question would have been: Do reps — attractive, plain, or sloven — who bear gifts — pizza, sandwiches, cupcakes — get better access than those who come empty-handed?<\/p>\n

Again, I think the pizza-delivery rep would have no problem getting in the door to most doctor’s offices.<\/p>\n

Good looks and pizza are very visible attributes, in plain sight. You see the cleavage, you open the door. You see the pizza, you open the door. It’s Pavlovian!<\/p>\n

\"\"<\/a>Product knowledge and enthusiasm, on the other hand, are invisible. How does the doc (receptionist actually) know if the rep is knowledgeable about products? Only if the doc\/receptionist lets him\/her in the door and let’s the rep speak.<\/p>\n

But you can’t get in the door without the cleavage or without the pizza!<\/p>\n

For the knowledgeable Yossarian reps out there, It’s a Catcha 22 ah!<\/p>\n","protected":false},"excerpt":{"rendered":"

Ed Silverman over at Pharmalot posted a fun little item about a poll that Cafe Pharma is currently running. Ed asked “Do Good-Looking Reps Do Better?” or rather that was the gist of the poll. The devil is in the details. Here’s what the poll asked: Which type of rep gets the best results? An […]<\/p>\n","protected":false},"author":2,"featured_media":13101,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[12],"tags":[730,184,499,101,74],"topic":[],"acf":[],"yoast_head":"\nDumb Blonde Reps vs. Slovenly Genius Reps - Pharma Marketing Network<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/ec2-54-175-84-28.compute-1.amazonaws.com\/pharma-mkting.com\/blog\/dumb-blonde-reps-vs-slovenly-genius\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Dumb Blonde Reps vs. Slovenly Genius Reps - Pharma Marketing Network\" \/>\n<meta property=\"og:description\" content=\"Ed Silverman over at Pharmalot posted a fun little item about a poll that Cafe Pharma is currently running. 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