Originally Published MX September/October 2008
ADVERTISING, DISTRIBUTION, & SALES
Scenarios Suggesting Direct Rep Selling
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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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