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How Does One Build Strong Company-doctor Relationship Without Relying Too Much On Sales Representatives In Pharmaceutical Industry?

April 26, 2017build Industry marketing articles pharmaceutical relationship relying Representatives sales strong

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How Does One Build Strong Company-doctor Relationship Without Relying Too Much On Sales Representatives In Pharmaceutical Industry?

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I am working on customer-company relationships in pharmaceutical industry as a part of my MBA thesis.As far as pharmaceutical industry is concerned the doctors develop relationship with the medical reps and not directly with company. This indirect relationship is broken as soon as the medical reps switch the company and the result is loss of valuable customers.Therefore, the question arises how to build direct relationships and leverage them to company’s advantage.