Overcoming Hurdles

Johnson, Matthew E.
January 2010
Pharmaceutical Representative;Jan2010, Vol. 40 Issue 1, p25
The article discusses the importance of customer relationship management (CRM) system for sales personnel in the pharmaceutical industry. It states that CRM tools help in knowing how to influence the time-strapped physician. CRM systems are said to be important since they provide in-depth analyses of valuable information. It adds that CRM systems determine the factors on how to influence physicians' prescription-writing behavior.


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