PLOS Medicine: Adriane Fugh-Berman and Shahram Ahari's "Following the Script: How Drug Reps Make Friends and Influence Doctors"

This article discusses how relational sales is used by those in the pharmaceutical sales industry. While this article deals with pharmaceutical sales, relational sales comes into play in many venues. The need to establish and maintain relationships with prospects and clients is often a key to a successful sales career.

Click http://journals.plos.org/plosmedicine/article/asset?id=10.1371%2Fjournal.pmed.0040150.PDF link to open resource.