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Medium-sized company operating in the pharmaceutical sector of the UK economy. The company is about to launch a new product that it hopes will soon become a market leader in its particular niche. As a consequence, the sales force (both management and field personnel) will face major challenges over the launch period and subsequent sell-in.
1. Explain and analyse the main environmental factors that might affect a new product launch and the role of the sales force in ensuring that the launch and its rollout programme is a success.
2. Explain how the sales team can benefit from a full review of training, both in sales technique and new product knowledge.
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