This version was shortened to focus on the issue of managing a long long sales process and post-sale account relationship. The focus on the pharmaceutical industry in the United States, Europe and Japan will be maintained. Broader issues of expansion to other industries and the development of new products were launched.

This version was shortened to focus on the issue of managing a long long sales process and post-sale account relationship. The focus on the pharmaceutical industry in the United States, Europe and Japan will be maintained. Broader issues of expansion to other industries and the development of new products are out. Posted
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John Deighton
Source: Harvard Business School
15 pages.
Publication Date: Jan 28, 1997. Prod #: 597 072 PDF-ENG
Dendrite International (A) (Condensed) HBR case solution