Sales Management: Volume 1

The world has changed significantly in the last few years. Demands and expectations of customers are growing. Their choices and needs are multiplying. This means that now, more than ever, managers need to finely tune the direction they give to their sales forces.

Compiled from articles published in Pharmaceutical Executive, this resource guide discusses topics including 'When the Going Gets Tough, the Tough Get Incentives'; 'What Doctors Want'; 'Neglected Prescribers'; and 'Detail Diagnosis.'