Illustrate what category of research would this study fall

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Q. A pharmaceutical manufacturer followed sales representatives in the field to observe some 150 interactions among sales reps and physicians and support staff. They watched sales reps approach the doctors, explain how they got around their gatekeepers, explain how they delivered their brands' messages and so forth. These observations led to improvements in training new reps. In illustrate what category of research would this study fall? Provide advantages and disadvantages of this category of research. Illustrate what would be the next step in the marketing research process?

Reference no: EM1390934

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