Answer the following questions (at least half page for each questions)
For each of the following sales positions, state whether an e-detailing solution is appropriate. Provide your reasoning.
a. A representative of a company that sells implantable knee joints. The company competes with DePuys, one of the large manufacturers of implantable knee and hip joints.
b. A representative of disposables such as gloves and bandages, who calls on material managers for hospitals and group practices that run ambulatory surgery centers or free standing endoscopy units.
The administrator of a small, acute-care hospital is faced with his first managed care contract. He meets with representatives from the prepaid plan to discuss the amount to be paid to the hospital. The administrator is concerned because the managed care business does not look profitable—the hospital will be reimbursed below its current reimbursement levels. In what ways might the administrator evaluate this new managed care business in terms of its economic value to his institution?
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