Scenarios Suggesting Direct Rep Selling

Published: September 1, 2008
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Scenarios Suggesting Direct Rep Selling

This year's featured leaders illustrate medtech's ability to adapt and thrive in an ever-changing business environment.
By: Steve Halasey

ADVERTISING, DISTRIBUTION, & SALES


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A medtech company may decide to base its sales approach on direct sales reps if at least some of the following conditions are present.

  • The company is direct now and finds no compelling reason to change.
  • The market size and the company's penetration allow intensive coverage.
  • Primary customers are large and geographically concentrated.
  • The company's primary customers expect it.
  • The company has the ability to attract and hold top sales performers.

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