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"Medical Representatives"
In one of the workshops I run recently with sales reps of a pharmaceutical company I discovered that a trainer taught the guys earlier to ask for the business all the way down (try to get all the business at once) while closing the business, rather than ask for incremental sales. I [...]
One of my former subordinates told me a little story. He is one of the most effective salesmen I happened to know and later became a friend for lifetime.
Some evening he had a long talk with the in-house trainer of his company. At one [...]
Two months ago I was talking to a friend who works in company involved in a merger. He mentioned about their management request that sales people should allocate time in the field to simply get know their counterparts from the other merging company in their territory.
A friend who works in sales just sent me a PowerPoint Presentation of a reputable training company in the field of sales titled just like above. It was a rather plain sales brochure trying to create awareness of their services.
The problems as resulted [...]
TRUE STORY:
There was once a medical rep that came to his colleagues and proposed to play a football game against (possibly) their biggest competitor. In a macho style atmosphere (they knew nothing about football capabilities of the others) the majority of his colleagues subscribed [...]
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