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Summary
The problems facing the traditional Pharmaceutical Sales model are myriad in number and daunting in complexity. Among all the pressing issues of Sales Rep inundation, dilution of efforts, and more, is this undeniable and distressing fact: Sales Reps aren’t getting face time.
Long gone are the days of ten or even five minute Sales calls. Physicians are steadily and methodically decreasing the amount of time granted to Sales Reps every year and every day. As such, the primary tool by which Pharmaceutical companies gain a foothold in the market is slowly being eliminated.
So what can Pharmaceutical companies do about it? Many Sales Managers and higher-level Executives spend their days working with Reps to develop new tactics and entry methods, but the problem remains. In this article, we take a realistic look at the situation, and offer Pharma companies a few tactics to deal with this state of affairs.
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