Subject category:
Marketing
Published by:
Harvard Business Publishing
Version: 14 August 2006
Length: 30 pages
Data source: Field research
Abstract
The head of sales and marketing in a large medical devices firm must decide how to assign his sales force. He compares selling in the pharma, specialty pharma, and device industries and analyzes the reasons for the differences.
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Abstract
The head of sales and marketing in a large medical devices firm must decide how to assign his sales force. He compares selling in the pharma, specialty pharma, and device industries and analyzes the reasons for the differences.