Medical sales – tailoring sales to physician preferences – An STC Classic
Sales Training Connection
APRIL 14, 2013
So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. Understand why the physician is using the current medical product – personal financial gain, comfort level, relationship with sales rep, opportunities with vendor for practice building. Today’s medical sales looks very different than 10 years ago – and medical sales reps must move beyond relying just on relationship selling and face a new set of medical sales challenges.