A technique for targeting sales of health care products to hospitals.
Chesebrough-Ponds' problem was not unique to that company and the solution described above should be given serious consideration by other manufacturers who sell to hospitals directly or indirectly. The benefits are many: more efficient use of the sales force, better control, more professionalism, a stronger team spirit, and a competitive edge.
D000573:American Hospital Association; D003132:Commerce; D003625:Data Collection; D004865:Equipment and Supplies, Hospital / Q000600:supply & distribution*; D010934:Planning Techniques; D014481:United States