White Guide and Orange Guide Formatting Project - Pfizer

Selling Statements
Orange Guide – Chapter 2: Detailing to HCPs
It is critical that you only make selling statements that are consistent with RC-approved materials and
follow all guidance and direction contained in any relevant product Implementation Guide(s) or other
RC-approved guidance. These materials are prepared in accordance with FDA-approved product
labeling and are designed to minimize execution risk.
Sometimes colleagues share suggested selling statements internally, often by e-mail or before or after
internal meetings. Although sharing recommended selling statements can sometimes help improve
selling skills, it is critical that these statements be consistent with RC-approved selling messages.
Suggesting inappropriate selling statements or statements that are not consistent with claims
contained in RC-approved materials can carry significant legal risks for Pfizer. Thus, if you determine
that it might be beneficial to discuss a proposed selling statement, either by preparing a document or
sending an e-mail about it, you must carefully review the statements to make sure they are consistent
with RC-approved materials, including the relevant product Implementation Guide(s). If you make a
change to an approved selling statement (even if minimal), you must obtain your manager’s approval
prior to disseminating any document containing such selling statements (including, for example, e-
mails, play cards, PowerPoint presentations, and summaries of district meetings or workshops).
Each colleague is responsible for the appropriate promotion of products in a manner consistent with
RC-approved materials and FDA-approved labeling. Suggesting or utilizing inappropriate selling
statements, whether intentional or not, can have far-reaching consequences for Pfizer, and may result
in disciplinary action.
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Rev. 09/12
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