In this work we analyze the evolution of the role of sales manager and sales force in a relational perspective of value creation in business to business contexts, especially related to the sale of prescription drugs. Empirical research and the strategic implication allow us to highlight the importance of the customer-supplier relationship, especially in business to business contexts and the role of the sales force in managing long-term relationships with customers. The work ends with the study of a model of task force for an easier access to the market by the pharmaceutical companies and the expected value of a proposition through the sharing of knowledge and the creation of partnerships
