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Face-to-face or virtual reps?

Posted 15 September 2020

Virtual sales reps are "highly unlikely" to replace the value provided by face-to-face visits from actual reps, Takeda's Oceania managing director Brad Edwards says, while Hahn Healthcare boss Craig Moore argues virtual reps provide similar value.

"It may sound like I'm stuck in the past but if you ask me what is the most effective way of engaging with customers, it is still a really well-trained, smart, high EQ sales person in front of a doctor talking about a product in a way that's really relevant to that specific doctor," Edwards said.

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