Erik Cruz, Kevin Frymire and Dan Schulman on the expanding definition of a sales “call”

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A sales “call” doesn’t mean what it used to and now extends well beyond a face-to-face meeting. Hence, drug manufacturers should think in terms of “touchpoints” instead of traditional “calls.” In Pharmaceutical Commerce, Erik Cruz, Kevin Frymire and Dan Schulman describe how biopharma companies can account for pandemic-driven changes in HCP engagement and improve sales force design and customer targeting efforts.