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.
Topics covered include:
- Commitment is a Key Relationship Metric
- Physician Expectations Gap
- Measuring Commitment
- New Capabilities Required
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Issue: Vol. 6, No. 1: January 2007
Word Count: 1452
- Physician Marketing & Promotion
- Relationship Marketing
- Product & Service Reviews
- Sales Force Effectiveness