Challenges and opportunities for personal selling

Academic Article


  • Health care organizations are beginning to use sales forces in much the same way as traditional for-profit organizations have used selling programs in the past. However, numerous challenges to the implementation of selling in the health care industry have yet to be overcome. The authors report viewpoints expressed by administrators in a national survey of health care organizations.
  • Authors

    Published In

    Author List

  • Powers TL; Bowers MR
  • Start Page

  • 26
  • End Page

  • 32
  • Volume

  • 12
  • Issue

  • 4