Shifting marketplace dynamics have created unprecedented challenges for pharma industry sales organizations. Increasing hurdles to physician access, governmental and industry constraints on promotion, competition from generics, and diminishing degrees of differentiation among products have combined to force companies to rethink their approach to selling and customer engagement.
To survive and thrive, today’s sales representatives must bring more value to their customers to be able to justify the substantial expense of their continued presence in the field. Enhancing representatives’ scientific and technical knowledge is part of the equation, but without an understanding the nuances of how to effectively communicate with their customers…
Jennifer Munsie, Ph.D., M.S.W., Manager, Linguistic Insights & Analytics, Verilogue
Rob Lytle, M.B.A.,Director, Business Development, Verilogue