Who Has the Skills?

Kessler, Michael; Shaw, Peter
May 2009
Pharmaceutical Representative;May2009, Vol. 39 Issue 5, p18
The article questions whether contract and internal representatives be trained and treated differently. It discusses the Metascore of primary care sales representatives who undergo all phases of company introductory sales training. In addition, it suggests that a company should incorporate a contract sales organization into a single training program and curricula to supplement effectively internal sales teams.


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