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Reinventing the Sales Model

SUMMARY

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

Find other articles in related Topic Areas:

• Physician Marketing & Promotion
• Relationship Marketing
• Product & Service Reviews
• Sales Force Effectiveness