Good territory and time management is the foundation of all successful selling, and successful territory and time management involves thorough knowledge of your territory.
As a result of expanding sales forces, many companies have multiple sales representatives calling on the same physicians with the same products.
Your product is finally on the hospital formulary. You worked hard to secure its approval or you inherited a product that was already on formulary. In either case, you're in an enviable situation.
What disease management offers to patients and reps.
Before a customer's need can be satisfied, there are various layers of selling activity that take place.