AEC 320 final05

AEC 320 final05 - AEC 320 Final Exam Fall 2005 -1- AEC 320...

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AEC 320 Final Exam Fall 2005 - 1 - AEC 320 Final Exam Key December 15, 2005 FORM A NAME_______________________________________ Answer any six (6), and only six of the following eight (8) questions. PLEASE ADD YOUR NAME ON THE COVER SHEET AND ON THE BACK OF EVERY PAGE.
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AEC 320 Final Exam Fall 2005 - 2 - 1. Ethical standards are critical for a sales person. a) Name one result of positive ethical behavior and one of poor ethical behavior (4 points) b) What are three possible guidelines for ethical conduct? (6 points 2.. The Guest Speakers: a) Gaylord Van Guilder of PediaMed spoke of the pharmaceutical sales professions practice of providing lunch as an entrée into an MD and his office staff. What was his position and why? (2points) b) List the one major objection Michelle Adaway regularly encountered and tell how she handles it. (2 points ) c) Dennis Truesdell described the seven step “Performance Frontier” process the Novartis sales force uses a; i) Vision and strategy, ii) long-term partnerships, iii)
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This note was uploaded on 02/07/2011 for the course AEC 320 taught by Professor Staff during the Spring '08 term at Kentucky.

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AEC 320 final05 - AEC 320 Final Exam Fall 2005 -1- AEC 320...

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