Question

A salesperson for a surgical device company can often be found supervising its use and coaching a surgeon for hours in an operating room. Conversely, pharmaceutical sales reps spend much of their time in physician office waiting rooms hoping to see a doctor for a few minutes of conversation while they drop off drug samples or lunch. Critique these two different sales models. Which one delivers more value to physicians and the company?

          A salesperson for a surgical device company can often be found
supervising its use and coaching a surgeon for hours in an
operating room. Conversely, pharmaceutical sales reps spend much of
their time in physician office waiting rooms hoping to see a doctor
for a few minutes of conversation while they drop off drug samples
or lunch. Critique these two different sales models. Which one
delivers more value to physicians and the company?

Added by Mitchell H.

Chemistry The Science in Context

Thomas R. Gilbert 5th Edition

Chapter 1

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The salesperson is actively involved in the operating room, supervising the use of the device and coaching the surgeon. This approach allows the salesperson to demonstrate the value of the device in a real-world setting and provide hands-on support to the surgeon. Show more…

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A salesperson for a surgical device company can often be found supervising its use and coaching a surgeon for hours in an operating room. Conversely, pharmaceutical sales reps spend much of their time in physician office waiting rooms hoping to see a doctor for a few minutes of conversation while they drop off drug samples or lunch. Critique these two different sales models. Which one delivers more value to physicians and the company?

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