The Manager's Tool Box

Martini, Nancy
February 2010
Pharmaceutical Representative;Feb2010, Vol. 40 Issue 2, p24
The article focuses on the ways for sales managers to make their pharmaceutical representatives more successful. It is said that having good sales is not enough to be successful, sales managers need the right tools to make them successful. It is noted that sales managers need to know their teams' individual weaknesses and strengths and natural behaviours. It is cited that representatives must channel their message to a physician in just few minutes with conviction to improve pharma sales.


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