Author | Dustin Grainger

Articles

Customer access: Can we ever have dialogue?

August 01, 2001

Pharmaceutical Representative

Article

Physicians say they are now much more likely to limit their time and dialogue with sales representatives … except for a few individuals who take a different approach.

How valuable are tactical call rate goals?

June 01, 1999

Pharmaceutical Representative

Article

A look at daily detailing goals.

Learn how customers work

January 01, 1999

Pharmaceutical Representative

Article

Understand three key issues.

Differentiation is key to access

November 01, 1998

Pharmaceutical Representative

Article

While tactical direction and the pursuant activity that results is indeed an important component of successful pharmaceutical selling, the problem remains that none of this differentiates one company from another.