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Mr. HAMMOND SHAW (HKS and Company): The days of marketing new drugs with only marginal benefit but supported by this huge sales force and marketing machine are over.
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Salesforce.com has a large direct sales force and a direct marketing model.
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Many pay back a good measure of their income to Herbalife, which urges its sales force to shell out for sales kits, marketing supplies and inspirational DVDs.
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He cut its ties with outside sales reps, hired a dedicated force and reconfigured the marketing group.
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He immediately cut its ties with outside sales reps, hired a dedicated force and reconfigured the marketing group.
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Since the product was launched, shortfalls have been blamed on poor reimbursement from Medicare and insurers, on trouble with the marketing message, and now on sales force issues.
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"Iridium tried to work with smaller partners and, in its death throes, assembled its own in-house sales force, " explains Andy Radlow, Globalstar USA's director of marketing.
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It was generally agreed to have the best sales force in tech, the best-run organization and some of the cleverest marketing.
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Marketing wants their message going to the right people and the sales force wants to maximize the time they spend working deals that will close.
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For example it may become very clear that the marketing team develops poor advertising, the finance team makes lousy forecasts, the sales force is not hitting its distribution goals, or the product development team failed to incorporate key elements.
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For more marketing muscle, it teamed up in 2000 with Wyeth, which brought an additional sales force of 1, 000.
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