TITLE

Field sales management: Building teams

PUB. DATE
October 2007
SOURCE
Pharmaceutical Representative;Oct2007, Vol. 37 Issue 10, p36
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article discusses leadership and the process of building teams of pharmaceutical sales executives in the workplace. The topics involved in the discussion include the different competencies needed by representatives versus district managers, the major leadership models, recruitment, screening and selection process. The article also discusses the stages of team development and culture, territory alignment and deployment of representatives.
ACCESSION #
26947410

 

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