Burden of Proof

Hodge, Jack
March 2011
Pharmaceutical Representative;Mar2011, Vol. 41 Issue 3, p14
The article focuses on issues in the pharmaceutical industry in the U.S. particularly on the skepticism of Americans on the credibility of sales representatives. It notes that healthcare providers believe that sales representatives hide or misrepresent the shortcomings of their products while exaggerating the benefits the products provide. Critical factors to gain credibility such demonstrating knowledge of a product and creating trust with customers are discussed.


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