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Vitello, Mark; Kessler, Michael; Shaw, Peter
February 2008
Pharmaceutical Representative;Feb2008, Vol. 38 Issue 2, p26
The article focuses on increasing sales force effectiveness (SFE) through a doctor-focused team. SFE is linked to a sales manager's ability to affect change in sales force behaviors, selling skills, product and clinical knowledge. A new program called "Coaching to the MD Mindset" was introduced which enable managers to improve their sales representatives behaviors that doctors responded. It offers a direct comparison between doctors and managers' ratings of sales representatives performance.


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