Secrets of the stars

Holland, Pamela J.
May 2007
Pharmaceutical Representative;May2007, Vol. 37 Issue 5, p30
The article discusses the different fundamentals considered in honoring pharmaceutical representatives in the U.S. The fundamentals include calling on the right customers with the right frequency, delivering the right message in a creative and organized way, creating customer intimacy and proper communication with peers and district managers. It is stated that sales executives who have witnessed the yearly event acknowledged that those who reap the rewards have common characteristics.


Related Articles

  • Sales Constraints. Strickland, Lea // Sales & Service Excellence Essentials;Mar2009, Vol. 9 Issue 3, p6 

    The article focuses on several sales constraints and problems that affect many managers in the U.S. Among the sales constraints include lack of clear business goals, inability to execute a strategy due to skill sets or structure and poor quality in product or service. It emphasizes the...

  • Seven tricky traps that could slip up a 'sure thing' sale. Williams, Sam // Inside Tucson Business;3/4/2011, Vol. 20 Issue 41, p15 

    The article presents outcome checklists designed to identify and avoid the possible traps through which sales executives and managers' business deals can disappear. It states that clients will be asking excellent buying questions in rapid succession in the right order which sales proposals may...

  • The Moderating Effect of Managerial Sales Orientations on Salespersons' Role Stress-Job... Sumrall, Delia A.; Sebastianelli, Rose // Journal of Marketing Theory & Practice;Winter99, Vol. 7 Issue 1, p72 

    Presents information on a study which examined how sales managers perceive top management sales orientation and its impact on sales managers' behavior with both top management and salesperson. Hypotheses; Variables in the study; Testing for moderator effects; Managerial implications; Limitations.

  • Sales Managers: Marketing's Best Example of the Peter Principle? Anderson, Rolph E.; Dubinsky, Alan J. // Business Horizons;Jan/Feb99, Vol. 42 Issue 1, p19 

    Focuses on sales managers. Perspectives from salespeople, customers, sales managers and top management on sales managers; Research findings about sales executives; Systems in choosing and developing sales managers; Guidelines to follow by selected sales managers.

  • INFRASTRUCTURE DECISIONS. MILLER, WILLIAM "SKIP" // More ProActive Sales Management: Avoid the Mistakes Even Great S;2009, p119 

    The article presents the infrastructure mistakes committed by managers as discussed in chapters 15 through 20.

  • 10 laws for sales managers. Lontos, Pam // Executive Excellence;Mar1999, Vol. 16 Issue 3, p12 

    Provides guidelines to be an effective sales manager. Advice in treating salespeople; Impact of salespeople effort on the company; Importance on giving recognition and praises; Significance of relaying positive attitude; Sales meeting as time for learning and practicing sales techniques.

  • The biggest thing sales leaders are apt to overlook: sales! Gitomer, Jeffrey // Grand Rapids Business Journal;4/28/2014, Vol. 32 Issue 17, p17 

    The article presents a question and answer related to sales leaders.

  • WHAT SALES MANAGERS DON'T KNOW CAN HURT YOU. McSparran, Kent; Edmunds, Karl // Snack Food & Wholesale Bakery;Feb2000, Vol. 89 Issue 2, p48 

    Presents a list of things that sales managers do not know and how these things affect the company. Lack of access to timely information; Measuring success of every promotion; Inability to monitor unserved and unscheduled deliveries.

  • COMPARING MANAGER AND REPRESENTATIVE PERCEPTIONS OF EFFECTIVE SALES MANAGERS: A VALUE LADDERING APPROACH. Deeter-Schmelz, Dawn R.; Goebel, Daniel J.; Kennedy, Karen Norman // AMA Winter Educators' Conference Proceedings;2001, Vol. 12, p230 

    Despite the potential for sales managers to influence a variety of sales force outcomes, previous research focusing on the sales manager, his/her selection and performance is scant. Limited research concentrates on identifying a broad range of traits or characteristics related to sales manager...


Read the Article


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

Try another library?
Sign out of this library

Other Topics