Articles by Kim D. Slocum - Pharmaceutical Executive

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Articles by Kim D. Slocum

Kim D. Slocum


Opinion: Trigger Points
March 1, 2007

For several decades, conventional wisdom in the pharmaceutical industry has held that a large sales force is the key to commercial success. However, in recent years, a number of warning signs have emerged about the effectiveness and long-term viability of this expensive asset. While few are saying it publicly, a number of pharma executives are now exploring the possibility that it could be only a matter of time before the industry's dependence on personal selling comes to an end.

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