In 2013, as part of an effort to rebuild its image, GSK announced major changes in its sales and marketing practices. Particularly noteworthy was that GSK would no longer tie the compensation of its sales representatives (reps) to the number of prescriptions written by doctors with whom they interact. Instead GSK sales reps would be paid based on their technical knowledge, the quality of service that they provided their clients, and the company’s business performance. At the time, GSK CEO Sir Andrew Witty rationalized this move in the following way.
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