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Sales Force Strategies in Oncology
Datamonitor, Jan 2002
The sales force structures and strategies within a pharmaceutical company are vital components in ensuring maximized sales potential within the constraints of the company’s financial resources. As the pressures of an increasingly competitive market impact on the revenues attained by pharmaceutical companies, the relative expense in maintaining a sales force is continually increasing. By developing the most effective sales force structures and strategies, pharmaceutical companies can significantly enhance return on investment (ROI). Two key perspectives govern different strategies within the industry: * the business model of the company * the country targeted by the sales and marketed campaign. With this in mind, this brief analyses key sales force structures and strategies employed by: * large US-based ethical pharmaceutical companies * Japanese pharmaceutical companies * US-based biotechnology companies. For each classification, the inherent strengths and weaknesses revealed will be supported by in-depth case study analysis with reference to marketed oncology products and the strategies employed in their promotion. In doing so, this brief details sales force numbers, regional variations in strategy and the use of new technologies. This brief provides up-to-date information underpinning the success of current oncology products, in order to help you in your sales force strategy.
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