Optimizing Sales Force Effectiveness - From quantity to quality

The environment in which pharmaceutical companies promote their products has become increasingly tough over recent years as a number of trends and factors drive changes. As the effects of shrinking pipelines and rising R&D costs impact companies, they are under increasing pressure to deliver greater productivity from their sales forces.

The drive for increases sales force productivity is taking place in an increasingly difficult environment. As the increasing physician workload combines with concern over the effects of biased promotion pharmaceutical sales reps are finding it more difficult to gain time with their core customers.

The report explores the key trends impacting the promotion of pharmaceuticals, with a review of the key tactics and strategies that companies can use to maximize sales force effectiveness. It examines a number of case studies to illustrate the recommendations.

Key Findings and Highlights

• The increasing regulation of pharmaceutical marketing and promotion is set to continue over
  the next few years, driven both by authorities seeking to eradicate malpractice and by the
  pharmaceutical companies themselves seeking to rebuild the industry's damaged reputation
• The emerging influence of new prescribers, such as nurses and pharmacists, and other
  stakeholders such as formulary advisers and payer bodies, is broadening the scope of sales
  force strategies
• Continuing and more effective use of segmentation and targeting will allow companies to
  improve the effectiveness of sales forces, and so drive sales growth, without resorting to the
  traditional method of increasing the number of sales representatives

Scope

• Overview of the key trends changing the dynamics of promoting drugs
• Analysis of the key strategies companies can use to improve the effectiveness of sales forces
• Discussion of eight best-practice case studies across the US and European markets

Reasons to Buy

• Understand why the emphasis on sales force size in the pharmaceutical industry may finally
  be changing
• Assess the key strategies that may help improve sales force effectiveness
• Identify the opportunities to improve promotion through targeting emerging stakeholders

For more information, please call 877/437-4276 or e-mail mailto:epharm@hcpro.com.

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