Focus Magazine - Fall 2011 - 49

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• To contribute letters or articles to Focus, please contact Editor Tim Sosbe via email at  • To advertise in Focus or exhibit at the Annual Conference, please contact Advertising Director Gregg Haunroth at (608) 562-6569 or via email at  • For reprints of articles in Focus, contact Gregg Haunroth at (608) 562-6569 or via email at  • SPBT Business Office 4423 Pheasant Ridge Road Suite 100 Roanoke, VA 24014-5274 (540) 725-3859, (540) 989-7482 fax

OFFICIAL MAGAZINE OF THE SOCIETY OF PHARMACEUTICAL AND BIOTECH TRAINERS

EDITOR:TIM SOSBE

PUBLISHER: GREGG HAUNROTH

DESIGNER: KIMBERLY HALL

FOCUS EDITORIAL BOARD KEVIN R. GLOVER, M.S., M.ED. Vice President, Communications, Clinical Education & Training, B. Braun Medical MICHELLE FLEWELL, Senior Director, Strategy & Solutions, Informa Training Partners ANDY GUNNING, Vice President, ETSI RAYNA HERMAN, Principal and Practice Leader, Health Strategies Group BOB HOLLIDAY, Director, Product Training &, Curriculum Development, Prescription Medicines Training & Development, Boehringer Ingelheim MARIE MICKEY, E.D.D., Principal, The Avery Group LAURA MONTOCCHIO, President and Founder, You Make the Call! JOHN NASSER, Senior Director, Global Commercial Operations, Training and Development, Amgen STEVEN J. RAUSCHKOLB, The Crisfield Group DEBI LIMONES, Senior Practice Executive, Campbell Alliance

SPBT TEAM KEVIN KRUSE Executive Director (540) 725-3859  GREGG HAUNROTH Advertising Director (608)562-6569, (608)562-6570 fax  CHRISTINE GAUDET Director, Events (215) 357-1077  SCOTT SAUVE, RPH Director, Member Services (603) 292-5384  MIKI ST. CLAIR Manager, Business Services (540)725-3859  KRISTEN BRILL Director, Communications (203) 292-8221 

Editorial material: Manuscripts and correspondence should be sent to the Editor, Tim Sosbe, (919) 653-4988, . The opinions expressed by authors contributing to this magazine do not necessarily reflect the opinions of SPBT or the companies with which the authors are affiliated. The Society accepts no responsibility for the opinions expressed by contributors to the magazine. Advertisers: Contact Gregg Haunroth at (608) 562-6569. Deadline for advertisement orders: Editorial & Issue Ad Orders Art Due Winter 2012 Spring 2012 Summer 2012 Fall 2012 Nov. 28, 2011 Feb. 27, 2012 May 28, 2012 Aug. 27, 2012 Dec. 5, 2011 March 5, 2012 June 4, 2012 Sept. 3, 2012

SPBT OFFICERS AND DIRECTORS PRESIDENT: MIKE CAPALDI, Associate Vice President, Corporate Social Responsibility & Institutional Relations, Sanofi IMMEDIATE PAST PRESIDENT: JENNIFER ZINN, Vice President, Commercial Education, Roche Diagnostics VICE PRESIDENTS: TIM KERN, Vice President, Training, U.S. Commercial Operations, Pfizer CAROL WELLS, Senior Director, CT&D Commercial Training & Development, Genentech TREASURER: JOHN SJOVALL, Senior Director, Sales Training & Development, Daiichi Sankyo SECRETARY: SUE CLARK TAYLOR, Director, Sales Training & Professional Development, Merck & Company, Inc. DIRECTORS AT LARGE DAWN BREHM, Retired JOHN CONSTANTINE, Executive Director, Merck Polytechnic Institute, Merck & Company, Inc. KEVIN R. GLOVER, M.S., M.ED., Vice President, Communications, Clinical Education & Training, B. Braun Medical Inc. CHERIE HICKS, President and CEO, CMR Institute DENNIS MERLO, Vice President, Sales Operations and Training, Purdue Pharma MARK OSBORNE, Executive Director, Sales Training & Development, Novartis Oncology JIM TRUNICK, Senior Director, Corporate Training and Development, Allergan Focus Magazine is printed in the U.S.A. on Recycled Papers containing at least 10% Post-Consumer Fiber. Additionally, The Pulp Bleaching Process is Elemental Chlorine Free (ECF) and utilizes Ozone Bleaching and Oxygen Delignification Processes. The inks used in the Printing Process contain both Linseed and Soy Based Oils, Both of which are Biological Vegetable Oils extracted from Renewable Agricultural Sources.

Copyright ©2011 The Society of Pharmaceutical and Biotech Trainers. All rights reserved, worldwide. 

FOCUS | FALL 2011 | www.spbt.org/resources/focus-magazine.aspx

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Focus Magazine - Fall 2011

Table of Contents for the Digital Edition of Focus Magazine - Fall 2011

Focus Magazine - Fall 2011
Leap of Faith
Contents
Field-Based Training: Developing Future Leaders
Gender Inequities in Training
Social Learning in Action: Beyond the Hype
Time Management: Training the Clock-Watcher
Cover Story: Pfizer: Managing Manager Development
The Well-Rounded Rep: 4 Ways to Make Soft-Skills Training More Effective
Mobile Learning: The Power to Perform
Demystifying MSL Training
Leadership Lessons from the Military
Coaching the Amiable Rep
Investing in Sales Training 2.0
Infographic
Clip & Go Activity
Heard it on the Tweet
People News
Company News
Ad Index
Focus Contacts
5 Questions With…John Baldoni
Focus Magazine - Fall 2011 - Focus Magazine - Fall 2011
Focus Magazine - Fall 2011 - Cover2
Focus Magazine - Fall 2011 - 3
Focus Magazine - Fall 2011 - 4
Focus Magazine - Fall 2011 - 5
Focus Magazine - Fall 2011 - 6
Focus Magazine - Fall 2011 - Leap of Faith
Focus Magazine - Fall 2011 - 8
Focus Magazine - Fall 2011 - Contents
Focus Magazine - Fall 2011 - 10
Focus Magazine - Fall 2011 - 11
Focus Magazine - Fall 2011 - 12
Focus Magazine - Fall 2011 - Field-Based Training: Developing Future Leaders
Focus Magazine - Fall 2011 - 14
Focus Magazine - Fall 2011 - Gender Inequities in Training
Focus Magazine - Fall 2011 - 16
Focus Magazine - Fall 2011 - Social Learning in Action: Beyond the Hype
Focus Magazine - Fall 2011 - 18
Focus Magazine - Fall 2011 - Time Management: Training the Clock-Watcher
Focus Magazine - Fall 2011 - 20
Focus Magazine - Fall 2011 - Cover Story: Pfizer: Managing Manager Development
Focus Magazine - Fall 2011 - 22
Focus Magazine - Fall 2011 - 23
Focus Magazine - Fall 2011 - 24
Focus Magazine - Fall 2011 - The Well-Rounded Rep: 4 Ways to Make Soft-Skills Training More Effective
Focus Magazine - Fall 2011 - 26
Focus Magazine - Fall 2011 - 27
Focus Magazine - Fall 2011 - 28
Focus Magazine - Fall 2011 - Mobile Learning: The Power to Perform
Focus Magazine - Fall 2011 - 30
Focus Magazine - Fall 2011 - 31
Focus Magazine - Fall 2011 - Demystifying MSL Training
Focus Magazine - Fall 2011 - 33
Focus Magazine - Fall 2011 - 34
Focus Magazine - Fall 2011 - Leadership Lessons from the Military
Focus Magazine - Fall 2011 - Coaching the Amiable Rep
Focus Magazine - Fall 2011 - 37
Focus Magazine - Fall 2011 - Investing in Sales Training 2.0
Focus Magazine - Fall 2011 - 39
Focus Magazine - Fall 2011 - Infographic
Focus Magazine - Fall 2011 - 41
Focus Magazine - Fall 2011 - 42
Focus Magazine - Fall 2011 - Clip & Go Activity
Focus Magazine - Fall 2011 - Heard it on the Tweet
Focus Magazine - Fall 2011 - 45
Focus Magazine - Fall 2011 - People News
Focus Magazine - Fall 2011 - Company News
Focus Magazine - Fall 2011 - Ad Index
Focus Magazine - Fall 2011 - Focus Contacts
Focus Magazine - Fall 2011 - 5 Questions With…John Baldoni
Focus Magazine - Fall 2011 - Cover3
Focus Magazine - Fall 2011 - Cover4
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