The Challenger Sale

Dixon, Matthew; Adamson, Brent
December 2011
Pharmaceutical Representative;Dec2011, Vol. 41 Issue 12, p28
The article focuses on the sales management in pharmaceutical industry. It notes the significance of the ability to assert and maintain control over the sale. It stresses the importance of having a control over pricing and sales to determine and prospect financial performance. Moreover, it mentions about discounting and customer relations, putting emphasis on their contributing factor to improve sales.


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