Director and practice leader, advanced marketing and sales
Pankaj Kumar, PhD, leads IMS Consulting's advanced marketing and sales strategies practice, where he applies his marketing expertise to various strategic and tactical business issues for IMS teams and clients.
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.