Articles by Preston Dodd - Pharmaceutical Executive

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Articles by Preston Dodd

Sales Management: The Education Equation

Build credibility and sales by making education a daily practice.
Jan 1, 2005

Pharma spent $11.2 billion in 2002 to hire and employ reps but only $150 million on knowledge transfer. They train reps to serve as their "face," but they don't keep them current on the evolving medical dialogue.

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