Breaking it Down

Acton, Kevin
September 2010
Pharmaceutical Representative;Sep2010, Vol. 40 Issue 9, p30
The article offers the author's insights of the significance of the tool "Call Profile Worksheet (CPW)" which he has developed to evaluate the physician-representative interaction for pharmaceutical sales representative in pharmaceutical industry in the U.S. He tackles the CPW structure providing an analysis of the physician-sales representative interaction. He also stresses the importance of coaching the interaction between the sales representative and the customer in pharmaceutical sale.


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