H Bruce Glover, Senior Executive Representative

Interviewee joined BW in 1960s as a sales representative in Birmingham, Alabama. He became Field Trainer, and then a hospital rep in Miami, and then Athens, Georgia. He retired in 1994.

Topics discussed include:

* biographical information

*employing sales reps, particularly non pharmacists

* sales rep training

* management of sales reps

* Migril

* Empirin, PolymixinB, Cardilate

* approach to sales

* Jimmy Lyons

* organisation, planning and communication within the sales team

* assessment of BW, Fred Coe and Bill Creasy, the move to North Carolina, sales and marketing

* other the counter medicines: Sudafed, Perazil, Neosporin, Actifed; marketing opportunities

* flotation

* Retrovir and Aids, pricing and selling the product

18 May 2001

2 audio tapes and transcript Tape 30A

Copyright remains the property of interviewee.

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