The long-standing, universal model of the pharma sales force has been declared dead. Selling products today is much more complicated than simply putting an army of sales reps on the street and directing them to pursue prescribing physicians. But what is the new model?
Reshaping the Pharma Sales Force: A blueprint for contemporary sales and service models explains why there is no new model — and shouldn’t be — and how to succeed in this brave new world where customer centricity and customisation are critical. Contributors include executives from Bayer, Genentech, Grünenthal, Lundbeck U.K., Pediapharm, Pfizer, and more.
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