Sales: New Strategies


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Threatened by downsizing and mergers, disrupted by managed-care policies, and stalled by no-see physicians — the list on the challenges facing today’s sales reps goes on and on. To survive to sell another day, tomorrow’s sales rep will need to do more than detail a pill. The new role will require business acumen, strategic thinking, disease knowledge, and the willingness to provide a service, not just a sale.
According to Cutting Edge, to prepare for tomorrow’s environment, sales reps must build stronger, more personal rep-physician relationships that bring…

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