Bridging the gap

Glass, Amy
July 2007
Pharmaceutical Representative;Jul2007, Vol. 37 Issue 7, p34
The article addresses the problem on generation gap among pharmaceutical sales representatives in the U.S. It describes the characteristics of the three demographic groups, the Baby Boomers, Generation X and Generation Y, and notes that understanding of generational differences is the first step in bridging gaps within the sales team. The author also cites specific areas where conflict can arise, such as communication modalities and individual views.


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