One of Durand's concerns involved sales reps' failure to properly account for the free samples they gave to doctors.

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So accurate are K-Tron's scales that sales reps like to step onto them, hand clients a business card and watch their faces while the difference in weight is registered.

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Initially, says George Roberts, the head of Oracle's North American sales division, sales reps were horrified to have pricing, one of their most powerful tools, wrenched from their grasp.

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About 5, 000 sales reps attended the company's annual convention.

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If the drug works as expected, Morrow says, it will be possible to sell it without "carpet-bombing" salespeople into every doctor's office as a big pharmaceutical company with a glut of sales reps might.

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By the year 2000 they'd like 14 company-run stores and 460 sales reps, who would, by then, provide most of Baranzelli's revenues.

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Humer argues that it is relatively easy to hire more sales reps or ink a comarketing contract with another drug firm that has a big U.S. sales force.

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