TITLE

ADMITTED Transitioning to hospital sales

AUTHOR(S)
Hochman, Suzanne
PUB. DATE
October 2006
SOURCE
Pharmaceutical Representative;Oct2006, Vol. 36 Issue 10, p16
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article offers information about the transition field sales representative to a career in medical center sales. It was stated that during the transition, one would experience a whole new sales dynamic which will require significant change. Eventhough one would still be promoting medications, selling in an institutional setting will require a different focus and approach.
ACCESSION #
23222431

 

Related Articles

  • Sales is a noble profession; are you noble enough? Gitomer, Jeffrey // Enterprise/Salt Lake City;7/2/2007, Vol. 36 Issue 52, p8 

    The article discusses the characteristics of great salespeople. They should have presentation skills such as speaking in a compelling manner and the ability to persuade others. Every salesperson should learn to communicate with customers, coworkers, executives and anybody else in the field....

  • Want to be the best keep following this list. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);3/10/2006, Vol. 53 Issue 11, p23A 

    The article offers tips for sales personnel on how they will beat and achieve their own expectation of excellence. Sales people should develop a sales mission statement. They need to have a deep belief in three critical areas of selling. Sales personnel should develop a greater pride in...

  • 'Pay Attention': One Of Life's Valuable Lessons. Gitomer, Jeffrey // Grand Rapids Business Journal;2/16/2004, Vol. 22 Issue 7, p41 

    Deals with the ways by which salespeople can stay focused to attain career success. Need for sales personnel to be aware; Advice on becoming a master seller; Goal in selling.

  • SALES TOOLBOX.  // Sales Insider;5/4/2012, Vol. 6 Issue 135, p3 

    The article offers tips to sales personnel on selling including the use of selecting an appropriate graphics for customers, creating letter campaigns and leading an information session in trade shows.

  • Salespeople should address prospect's `pain'. Basile, Frank // Indianapolis Business Journal;09/14/98, Vol. 19 Issue 26, p22 

    Discusses guidelines for salespeople in promoting sales. Author David Sandler's theory that most salespeople and sales trainers are using outdated methods that no longer work; Steps in promoting sales; Overview of the philosophy of feeling another people's `pain.'

  • Keep in mind that your best prospects are your present customers. Gitomer, Jeffrey // Business Journal Serving Fresno & the Central San Joaquin Valley;05/10/99, Issue 322457, p4 

    Provides tips for salespeople to consider present customers as business prospects. Includes offer of new products; Sell of an upgraded or enhanced products; Offer more use of the same product; Offer of additional products and services; Encouragement of business referrals; Advantages of present...

  • Tips From The Trenches.  // Playthings;Oct2005, Vol. 103 Issue 10, p37 

    Offers tips on how to boost sales. Ingredients that help produce quality sales; Core principles sales representatives must have to gain shelf space; Building relationship with buyer and vendor.

  • Proper training can raise trade show productivity. Feiertag, Howard // Hotel & Motel Management;7/3/2006, Vol. 221 Issue 12, p10 

    The article offers tips on how companies can make their trade show exhibit more productive. Look for new contacts or prospective customers. Participate in all the meeting, meals and events in the trade show because lot of people there are not seen on the trade show floor. As much as possible,...

  • Learn from a poor performance review.  // Sell!ng;May2001, p4 

    Presents tips on improving the performance of salespeople. Identifying the areas that need improvement; Developing steps to take to improve one's performance; Setting sales quotas.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics