Style Matters

McLean, Gwen
June 2010
Pharmaceutical Representative;Jun2010, Vol. 40 Issue 6, p20
The article presents the author's insight on the training of pharmaceutical representatives. He looks into several challenges faced by pharmaceutical sales trainers on providing sales professionals with the skills and knowledge needed to be effective agents, including the information needed to be delivered and the representative's learning capabilities. He cites Neil Fleming's VARK model which points to several styles of learners, including visual, aural/auditory, and kinesthetic.


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