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ZS Co-Founder Prabha Sinha: Selling to a Diffuse Market Like China

Songjun Luo, Kelly Wang

Prabha Sinha, co-founder of ZS Associates, shares his perspectives on leveraging sales forces in a fast-growing market such as China. This article, which appeared in the June 2011 issue of Pharma China, focuses on three key ideas: a selling model for a diffuse market; two frameworks for growing business; and enhancing hiring and retention through analytics.

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