Faced with the challenge of increasing reach despite sales force cuts, companies are turning toward building stronger, more personal rep-physician relationships that add value.
Online PR News – 27-October-2009 – – Frustrated customer groups and leaner economic times have forced a new pharmaceutical sales model to emerge. The arms race of the previous decade is dead. Faced with the challenge of increasing reach despite sales force cuts, companies are turning toward building stronger, more personal rep-physician relationships that add value. Today smaller and better-managed sales forces now fill the field. With everything changing, are you sure your company is up to speed and able to compete? Reinventing Pharmaceutical Sales Forces (PH127) shows how reps can stand out from the crowd. It details the latest trends, tools, and practices innovative companies are using to ensure that their reps are spending their time influencing physicians, not languishing in the waiting room. Learn how and when to maximize the effectiveness of sales tools and systems — such as eDetailing, closed-loop marketing and customer relationship management — to better respond to physician preferences. Examine the field tactics of this “new look” sales force what has worked and hasn’t. Increase sales rep accountability -- and bolster efficiency. Compare your company’s sales force investments, compensation levels, and resource allocations against leading companies...and more.
Table of Contents :
Methodology and Definitions
Reinventing Pharmaceutical Sales Forces: Five Principles for Success
Incorporating eDetailing and Closed-Loop Marketing
Customer Relationship Management and Closed Loop Marketing Systems
New Age Field Force Tactics
Maximizing Sales Rep Success
Structures, Budgets and Sales Staff Compensation
Sales Force Contraction Data
Sales Force Investments
Sales Staff Compensation
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