Differentiation of Marketing and Building Relationships in the Medical Sales Industry

Abstract

Differentiation of Marketing and Building Relationships in the Medical Sales Industry contains two main sections, an "experiential description" and a "connection essay". The "experiential description" contains information about my experiences with Smith & Nephew over the past two summers. This includes my interaction with representatives o·f the company as well as consumers within the market. The "connection essay" is formulated with a number of theoretical and conceptual understandings of the medical sales industry. It provides a breakdown of these theories/concepts based on primary research in the medical sales environment. Throughout this paper, the differentiation between medical sales and a typical market is addressed. It will also provide first hand experiences of how representatives of Smith & Nephew Endoscopy interact with the market.