TITLE

Target Practice

PUB. DATE
September 2010
SOURCE
Pharmaceutical Representative;Sep2010, Vol. 40 Issue 9, p14
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article focuses on the impact of the move of the pharmaceutical company GlaxoSmithKline (GSK) to abandon prescription sales target when determining pharmaceutical sales representative bonuses on its sales force in the U.S. It notes that bonuses for most members of the GSK's sales force will no longer be based on targeted sales numbers. Comments from chief learning officer Peter Marchesini and senior consultant Mark Dancer on the move of GSK are also presented.
ACCESSION #
53550414

 

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