It is not about the price

Malcmacher, Louis
June 2007
Proofs;Jun2007, Vol. 90 Issue 3, p24
Trade Publication
The article offers some tips on selling dental products to dentists. It states that selling to dentists is completely different from selling to any consumer or any other health-care professional. It claims that price is not the most important factor that motivates dentists to purchase a product, rather it is the dental representative's capability to make the sale. It also suggests some techniques for selling products to dentists.


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