Suppose you are a VP of Sales for PECK, a large pharmaceutical product brand selling directly to doctors and pharmacists. You are expanding into a new territory and recruited a new team member, Sharon, to promote PECK in this new market (region). Sharon has previous experience selling in pharmaceutical sales and her new position requires that she call on doctors and pharmacists to explain & promote the PECK product line. As her sales manager, your instinct is to soften the beachhead by having your sales team send marketing collateral and other pre-sale items to potential customers. You have been collecting data on potential customers in the new region and you are developing a strategic plan which, in part:

• Identifies when the pre-sale items and when they should be delivered to the potential customers.
• When the pre-sale item should be delivered.

You called a meeting of your sales team to discuss the plan.

Discussion Question

• What suggested pre-sale items would you expect your sales team to offer; traditional print items, electronic, video?
• How much prior to a sales call should these pre-sale items be delivered to the potential customer? How much time in between deliveries?