Originally Published MX November/December 2004
INFORMATION TECHNOLOGIES
How Mobile SFA Technology Benefits the Medical Device Sales Rep|
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By streamlining administrative tasks and eliminating certain paperwork, SFA tools free field sales personnel to focus on building customer relationships and educating purchasers about the medtech company's products. What makes the rep less harried and more effective makes the manufacturer more responsive to customers. This mobile IT empowers sales reps by
- Arming them with real-time corporate resources and electronic marketing materials to add credibility to their sales presentation and enhance its impact.
- Offering electronic versions of marketing literature and presentations in place of bulky, paper-based materials.
- Improving sales call planning so as to increase face time with physicians or other purchasers.
- Automating such manual administrative processes as order entry, inventory management, integration of field data with corporate systems, and updating of customer information.
- Allowing them to build greater rapport with physicians and more-easily anticipate their needs.
- Enabling them to better identify and prioritize sales opportunities for rapid closure.
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