Jim Donaldson was recently hired as a sales representative for Mitleson Pharmaceutical. In his first week on the job, he is calling on a medium-sized academic medical center. His major focus is in Neurology. Upon approaching the neurology area, he sees a sign posted in the reception area that reads “All pharmaceutical representatives must call in advance. No walk-in visits are allowed. No unannounced, unscheduled visits with doctors or other clinical staff are accepted. Please check the Website for appointment requests. Do not visit without your preauthorized form.”

Jim calls his direct manager, who has been fielding an increasing number of such reports from the field. At the division meeting the following week, the district managers all raise this field sales problem. The vice president of sales opens it up for discussion asking, “What, should we do?”

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