Jim Donaldson was recently hired as a sales representative for Mitleson Pharmace

Question

Jim Donaldson was recently hired as a sales representative for Mitleson Pharmaceutical. In his first week on the job, he is calling on a medium-sized academic medical center. His major focus is in neurology. Upon approaching the neurology area, he sees a sign posted in the reception area that reads "All pharmaceutical representatives must call in advance. No walk-in visits are allowed. No unannounced, unscheduled visits with doctors or other clinical staff are accepted. Please check the Web site for appointment requests. Dop not visit without your preauthorized form.Jim calls his direct manager, who has been fielding an increasing number of such reports from the field sales problem. the vice president of sales opens it up for discussion, asking, "What should we do?

Explanation / Answer

In this case we need to make sure which customers we can visit without appointment and which definitely needs appointment.

Those who an appointment is required we need to make sure we have all the procedures to schedule one, they can be via phone or using the website, if we need a user name and password we should request it from the medical centers.

All of this information should be available to all of the sales representatives so they can prepare on advance before walking in to the medical center, we do not want to make our customer unconformable so we will comply with their request of scheduling.

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