Redesigning Medical Device Commercial Models in Europe Addressing the Rise of the Economic Buyer | ZS

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Redesigning Medical Device Commercial Models in Europe: Addressing the Rise of the Economic Buyer

Rohan Fernando, Roz Lawson

This paper outlines the challenges medical device companies in Europe face with their multiple sales force structures, and illustrates why companies should analyze their sales force structures to make sure they correctly reflect their strategy and the buying process.

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