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So You Want to be a Pharmaceutical Sales Rep? How Well Can You Lie?
So You Want to be a Pharmaceutical Sales Rep? How Well Can You Lie?
The pharmaceutical industry has taken much criticism, both just and unjust, over the years. You’ve seen the articles about dangerous side effects, insanely high prices, and bribery of doctors. These scandals make for good headlines. Fortunately for pharma sales reps, most of these issues are largely out of their control. Even…
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4 Reasons To Treat Your Salesforce Like Management
How Does Your Company Treat it’s Salesforce? To Your Customer, it Means a Lot!
How Does Your Company Treat It’s Salesforce? To Your Customer, It Means A Lot!
Company A has an oversized hord of undisciplined, self-entitled, complainers who call themselves sales people. It’s a continual struggle to teach and motivate them to explain why our companies products are superior to the competition. Thankfully, a handful of good ones do what they’re told and manage to carry the rest…
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Sales Words: The Closer’s Fallacy
If Closing Is Essential To Generating Sales, Why Do I Win Business Without Doing It?
If Closing Is Essential To Generating Sales, Why Do I Win Business Without Doing It?
Nothing stirs up emotion, positive and negative, in sales people like the “C” word. Some think it’s a relic of the past. Others contend it’s more important to close customers now than ever.
The Closer’s Fallacyis simply the mistaken idea that the close itself generates the sale. If you can just ask the perfect…
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Sales Words: Offer Erosion
Lose A Customer Suddenly Without Any Explanation? The Answer Could Be Offer Erosion
Lose a Customer Suddenly Without Any Explanation? The Answer Could Be Offer Erosion.
Not to be confused with Brand Erosion, a term referring to the deterioration of brand identity, Offer Erosionoccurs on a much more tangible level. As we know, good products and services often rise to the top of their market. Buyers instinctively seek them out in order to maximize value. At the same time,…
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