As sales forces expand to maintain share of voice in an increasingly competitive market and physicians limit the time spent with sales representatives, ROI on detailing is in decline. Therefore, maximizing field force productivity is vital to the future success of all pharmaceutical companies. Sales Force Structures and Strategies 2001 is an in-depth examination of pharmaceutical sales force structures in the seven major national markets and the factors that impact sales force return on investment. Datamonitor presents measures of field force productivity and evaluates how sales forces can be developed to maximize ROI.
