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Pharmaceutical Sales Force Strategies: Driving ROI Through Best Practice In Targeting, Management, Outsourcing And Technologies
Business Insights, Dec 2004
The management report 'Pharmaceutical Sales Force Strategies: Driving ROI through best practice in targeting, management, outsourcing and technologies' provides a detailed analysis of current trends in commercial ROI across the pharmaceutical, biotechnology and specialty pharmaceutical industries. Continued sales force growth has resulted in increasingly aggressive promotion to physicians, reducing the average duration of detailing visits and diluting 'share of voice' with the physician. Changes in physicians' information needs across a product's lifecycle has resulted in requirements for more responsive and flexible promotional efforts. New sales force tactics are being considered within Europe, US and Japan, such as the implementation of new CRM approaches, investment into new technologies and partnering with commercial alliance partners. This report’s case studies and primary research with current industry leaders provides unique strategic insight. Examine the best practises that will help you drive ROI in your pharmaceutical sales force and will boost your product up-take, with the help of this report.
This report answers the questions:
- What key factors are driving the increasing attention paid to improving
sales force effectiveness in the pharmaceutical industry?
- What are the key levers of sales force effectiveness in the
pharmaceutical industry and what will deliver the greatest ROI?
- What are the key trends in sales force size and detailing frequency?
- What are the key drivers of sales force effectiveness in the future?
- Which companies are using best practise to deliver sales force
effectiveness?
- What are the key trends in the use of CSOs and commercial alliances as
potential sources of improved sales force effectiveness?
- How can new technologies deliver benefits to pharmaceutical sales
forces?
Reasons to purchase this report:
- Identify the most suitable cost effective strategies that will
optimize your company’s sales force performance.
- Analyze leading companies’ strategies, such as Allergan and Pfizer,
with detailed case studies.
- Determine your optimal strategy by utilizing ROI evaluations
which provide a framework for different companies in different
contexts.
- Evaluate your internal sales force effectiveness program by
benchmarking your company against competitors, with studies from
Pfizer, AstraZeneca, Allergan and Takeda.
- Benefit from targeted recommendations on targeting, mangement,
outsourcing and technologies
- Examine the current best practises that senior pharmaceutical sales
executives have identified within our survey.
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Improving the ROI of the Sales Process: Strategic Use of Licensing Partners, CSOs and eDetailing
Pharmaceutical Promotional Effectiveness: Benchmarking Top Tier Companies by Country, Channel, Therapy Area and ROI
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