Articles by Ron Brand - Pharmaceutical Executive

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Articles by Ron Brand

Ron Brand

Group director and practice leader, sales force effectiveness

Since 1999, Ron Brand has led IMS Consulting's sales force effectiveness practice. In this capacity, he has evolved and expanded the practice in several areas, including segmentation and targeting in both retail and non-retail settings.

Detailing Gets Personal
August 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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