While working in a pharma company, I was able to observe two account executives at work:
one was hard working, covers all his accounts religiously, gives uniform trade discounts;
the other one covers only two king accounts, hires a driver to deliver samples and pamphlets
to small accounts, does not give discounts to other outlets, gives only big discounts to his
to major, king accounts.
Questions:
1. Who sells more?
2. Who is more effective?
3/ Would you be one or the other?
