Sales representatives often get a bad rap in the business world, including in veterinary practices. A representative often gets no further than a front-office gatekeeper who promises to pass on the sales literature to the appropriate person. Unfortunately, when a veterinary practice client service representative (CSR) intercepts and does not pass along the information, the practice may miss out on important industry benefits, practice promotions, and savings. Patient care also may be affected if critical information is intercepted and not passed along.

Sales representatives, who also may be called territory managers or area representatives, are indeed tasked with delivering product information and selling products to the practice, but they can do far more if given the opportunity. Most importantly, sales representatives are resources for the entire veterinary team, not just veterinarians.

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