pharmaceutical industry slump was caused by insufficient
implementation of sales training, a poll has found.
Some 90 per cent of respondents to the consulting firm Delta
Point's Leadership Skills Survey believe it is the manager's
responsibility to provide sales training - however two-thirds think
their companies do not offer the initiatives.
While a drop in sales is to be expected during a recession, the
severity of the decline in profits for pharmaceuticals was blamed
on the lack of skills possessed by staff working in the
Jerry Acuff, chief executive officer for Delta Point, told the news
provider: "We discovered that the success of a pharmaceutical sales
rep is determined by this person's ability to foster meaningful
customer relationships and create beneficial dialogue with
Sales training expert Russ Mallard recently told the Times and
Transcript that companies employing door-to-door marketing
techniques should be sure their agents have received development
courses for the practice to be profitable.
What are these?
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