Jim Donaldson was recently hired as a sales representative for Mitleson Pharmaceutical. In his first week on the job, he is calling on a medium-sized academic medical center. His major focus is in neurology. Upon approaching the neurology area, he sees a sign posted in the reception area that reads, "All pharmaceutical representatives must call in advance. No walk-in visits are allowed. No un announced, unscheduled visits with doctors. or other clinical staff are accepted. Please check the website for appointment requests. Do not visit without your preau. thorized form." Jim calls his direct manager, who has been fielding an increasing number of such reports from the field. At the divi- sion meeting the following week, the dis- trict managers all raise this field sales. problem. The vice president of sales opens it up for discussion, asking. "What should we do?"