Tweaking the Model

Moldenhauer, Scott
March 2011
Pharmaceutical Representative;Mar2011, Vol. 41 Issue 3, p18
The article discusses ways to help sales representatives adapt to the new selling environment in the pharmaceutical industry in the U.S. It discusses the need to enhance the effectiveness of hallway calls by providing salespeople adequate training on how to deliver calls briefly in a way that makes both representative and physician comfortable. Other means that help salespeople adapt to the new climate include the randomization of field rides and the adoption of short call models.


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