Question: 9 7 8 1 2 8 4 2 0 0 1 7 1 _ CASE _ Selling Drug Coated Cardiac Stents in a New Health

9781284200171_CASE_Selling Drug Coated Cardiac Stents in a New Health Care Environment.pdfDownload 9781284200171_CASE_Selling Drug Coated Cardiac Stents in a New Health Care Environment.pdf
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:
Prospecting - digital vs. f2f
Preapproach
Approach

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