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Train the Trainer resources, Training techniques, Communications, Non Verbal,
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The Use of Role Play Perri Cebedo and Associates© California, USA THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES © PAGE 1 The Value and Importance of Role Play reality Teaches selling skills Skills can only be learned by doing Learn from critique following role-play Good practice makes perfect! Simulates THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES © PAGE 2 The Value and Importance of Role Play is "experience" Role-play leads to mastery Teaches time and call management and bridging calls Role-play awakens the competitive spirit Role-play THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES © PAGE 3 Important Role Play Principles Explain the process very clearly Show a video model whenever possible Describe physician profile and define MD role Stick to agreed-upon time limits Lessen the stress as much as possible Don’t use the video camera as a whip Don’t use Role play to humiliate reps Let them have fun! THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES © PAGE 4 The Simultaneous Line or Griller Role Play line of 4 reps facing a line of 4 doctors Reps present simultaneously to the doctors After reps’ presentation, doctors will advise reps on how to improve their presentations The reps’ line now reshuffles so that a new rep faces the doctor Reps again present the same presentation One THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES © PAGE 5 The Simultaneous Line or Griller Role Play all reps have repeated their presentations 5 times, doctors will select best rep contestant to compete with other lines Championship role play can be videotaped After To celebrate success To use video recording as a training resource A short debrief to reinforce good feelings about the role play experience THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES © PAGE 6 How to Present Clinical Papers Effectively The Role Play will Use a 4-Step Model 1. Establish a need for the Clinical Paper 2. Establish credibility 3. Cite study results and convert to patient and doctor benefits 4. Ask a temperature question THE USE OF ROLE PLAY BY PERRI CEBEDO AND ASSOCIATES © PAGE 7
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