telephone numbers of people within a particular industry or profession. However, other databases, including that which was being sold by the AMA can include more pertinent and valuable information to sales associates. These lists can help the associate in pursuing and qualifying leads, yet it should not be the sole source. Searching through these databases should be combined with other forms of prospecting such as networking, trade shows, promotional activities, or through satisfied customers. Using a purchased database may not always prove to be fruitful and successful for the salesperson. For example, if Pfizer were to purchase the database from the American Medical Association, they would be just one of many pharmaceutical companies targeting a list of certain doctors. Doctors will then become less open to hearing from a salesperson due to the fact that they may be targeted by a multitude of pharmaceutical companies. Information from the database may also be in need of an update or may not be so accurate, and thus hurting the presentation of the salesperson.In the particular database distributed and sold by the American Medical Association, a doctors specialty as well as drug prescribing patterns are listed and can be crucial for a salespersons presentation to the doctor as well as which doctors to target for their sales.Another aspect of professional selling that is addressed in this article is ethical issues in selling. Although the selling of the database is not an illegal business practice on the part of the American Medical Association, it can be seen as a betrayal of the trust of doctors and other medical professionals who have faith that their information is kept private. However, the situation would become and illegal business practice if the American Medical Association promised potential members that such information would be secure and only used by the AMA itself. Also the medical supply companies use this infor...
