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.
Topics covered include:
- Commitment is a Key Relationship Metric
- Physician Expectations Gap
- Measuring Commitment
- New Capabilities Required
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