Source: Adapted from “Characteristics of the Sales force in the U.S. Healthcare Industry: A Comparative Study of Selling Professional Services” by Michael R. Bowers, Thomas L. Powers, and Pamela D. Spencer, from Journal of Services Marketing, 1994, Vol. 8, No. 4, p. 42. @ Emerald Group publishing Limited. All rights reserved. Reproduced by permission of Emerald Group Publishing.