Articles by Pankaj Kumar - Pharmaceutical Executive

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Articles by Pankaj Kumar

Detailing Gets Personal

Integrated segmentation may be pharma's key to "repersonalizing" the selling process.
Aug 1, 2003

As pharma sales forces grow and their productivity declines, the question on everyone's mind is, "Has the traditional detail lost its punch?" The answer is unequivocally no. The sales force is still the best medium for forging valued and trusted relationships with targeted physicians.

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