TITLE

Reaching the veterans: Managing and developing tenured representatives

AUTHOR(S)
Herman, Rayna
PUB. DATE
September 2006
SOURCE
Pharmaceutical Representative;Sep2006, Vol. 36 Issue 9, p26
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article reports on the strategies that district sales managers can adopt to manage and develop seasoned sales representatives. The managers should challenge representatives to grow and develop by setting high performance expectations for the team. With the passage of time, managers should regularly take the veteran representatives into consultations. Moreover, these representatives should be kept informed about the broader objectives of the company.
ACCESSION #
22304138

 

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