Define missionary selling. Define technical selling.
Which type of sales position (missionary selling or technical selling) would you recommend for the following scenarios. Explain why:
a- four-gastroenterology practice that wants to maintain strong ties to its primary care referral physicians
medical device manufacturer for orthopedics that is trying to penetrate a new market with a new line of titanium shoulder implants and a new line of pediatric knee replacements for children who have suffered major traumas. These are extremely technical products that will require extensive education in the office and surgical suites
a -health care data management firm that provides a program to hospitals for billing and quality assurance.
Define e-detailing. For each of the following sales positions, state whether an e-detailing solution is appropriate and provide your rationale:
a- representative of a company that sells implantable knee joints. The company competes with DePuys, one of the large manufacturers of implantable knee and hip joints
a- representative of disposables such as gloves and bandages, who calls on material managers for hospitals and group practices that run ambulatory surgery centers or free standing endoscopy units.