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Reinventing the Sales Model
Moving from Sales to Service

It's unrealistic to do away with sales reps altogether, but dramatic change is needed. TNS Healthcare experts talk about moving beyond current approaches to a new sales model--one with the right balance of selling and service to forge the strong physician relationships that drive long-term prescribing.

The following graphic -- taken form the article -- helps illustrate the difference between the traditional physician targeting approach and the approach advocated by TNS Healthcare.

scatterplot

Topics covered include:

  • Commitment is a Key Relationship Metric
  • Physician Expectations Gap
  • Measuring Commitment
  • New Capabilities Required

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PMN1017-06
PMN61-02
Issue: Vol. 6, No. 1: January 2007
Word Count: 1452

Find other articles in related Topic Areas:

Vol 6, #1 Contents








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