Vivek Mehrotra
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Essentials of PHARMACEUTICAL
SALES MANAGEMENT
ONLINE TESTS
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Essentials of PHARMACEUTICAL SALES MANAGEMENT
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Content
Acknowledgements
Introduction
1.   Role
2.   Performance Management
3.   Territory and Market Knowledge
4.   Joint Fieldwork
5.   On-the-job Training50
6. Managing Key Customers
7. Performance Counselling
8.   Development of Weak or  Underdeveloped Territories
9.   Management of Vacant Territories
10.   Induction of a New Medical Representative
11.   Organising and Conducting Successful Meetings
12.   Monitoring
13.   Performance Appraisal
14.   Managing People Productively
15.   Interface with Marketing
Postscript

Appendices


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