In what part of sales process is it f-two-f versus digital

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Reference no: EM133470093

Assignment: Healthcare Marketing- Case Analysis

CASE: Selling Drug Coated Cardiac Stents in a New Health Care Environment.

Read the attached case, the textbook chapters, and watch the videos to be able to analyze the case.

Should the company change the sales approach? Would a hybrid selling orientation be more appropriate? If so, what is the balance and in what part of the sales process is it f2f versus digital? Center your discussion around the stages of the sales process:

1) Prospecting - digital vs. f2f
2) Preapproach
3) Approach

Instructions:

The Case Analysis must follow the following guidelines:

Question I. You must give a quality analysis of the case based on the key terms showing mastery, using clear logic, and supporting facts. Also, the analysis must directly address the case using chapter readings and research.

Question II. Case Analyses test the understanding of key elements of Healthcare Marketing, therefore, they must be thoroughly addressed.

Question III. You must use citations with references to document information obtained from sources. The key elements and concepts of Healthcare Marketing are found in the sources listed in the syllabus (it is your duty to search for them, read, analyze, evaluate, summarize, paraphrase in your answers, and cite the authors who wrote the articles, books, term papers, memoirs, studies, etc. What it means is that you will have not less than 5 references from the listed sources.

Reference no: EM133470093

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