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Role Play Techniques

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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 ©

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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 ©

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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 ©

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Important Role Play Principles
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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 ©

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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 ©

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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
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 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 ©

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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 ©

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DOCUMENT INFO
Description: Train the Trainer resources, Training techniques, Communications, Non Verbal,