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Out With Experimentation, ZS Sees New Commercial Models Settling In

This article was originally published in The Pink Sheet Daily

Executive Summary

After several years of experimentation, big pharma has settled on new commercial models for their U.S. sales teams and are in various stages of implementation, according to ZS Associates Managing Director Chris Wright. The preferred models have commonalities built around a mix of traditional sales reps, key account managers and multi-channel digital tools.

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