Article Excerpt

Pharmaceutical executives frequently lament the industry’s challenges and contemplate the emergence of a new selling model. While changes to the selling model will indeed occur, we submit that they will be more nuanced than many believe. We will not see the end of sales representatives or the demise of face-to-face selling. The current selling model is rooted in several fundamental features of the health care structure that will remain important into the foreseeable future, especially in the United States. ...

A ZS Associates & eyeforpharma Report.

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About the Authors

Rohan Fernando is the Managing Principal of ZS Europe.

Dan Frey is a Principal with ZS Associates.

Chris Wright is the Managing Principal for ZS Associates’ U.S. Pharmaceutical practice.