Selling Today: Partnering to Create Value, 14/e

Reality Selling Case Problem—Debora Karish/Amgen

When Deborah Karish wakes up in the morning, she does not have to worry about a long commute to work. Her office is in her home. As an Amgen (www.amgen.com) pharmaceutical sales representative, Deborah spends most of her day visiting hospitals, medical clinics, and doctors’ offices. She spends a large part of each day serving as a consultant to doctors, head nurses, pharmacists, and others who need information and advice about the complex medical products available from her company. As might be ...