THE GREAT Leap Forward

Fisher, Carrie; Wallace, Marc
March 2010
Pharmaceutical Representative;Mar2010, Vol. 40 Issue 3, p12
The article discusses the changes adopted by the pharmaceutical manufacturers in sales administration and compensation functions. It cites the study conducted by the Hay Group Inc. which indicates the need to change the old model of reaching prizes and frequency in physician contact. It notes that the industry has redesigned its selling and promotion model which gives emphasis to account management.


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