Field sales management: Optimizing the team

November 2007
Pharmaceutical Representative;Nov2007, Vol. 37 Issue 11, p41
The article discusses the best practices that the district managers employ in optimizing employee performance and achieving results through the team. It stated that the newly hired representatives should be involved in a core training programs including selling skills, time and territory management, and product knowledge to enhance the impact of training. Moreover, the district manager is advised to use motivation to recharge and reenergize their field force for representatives.


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