Buy 1 Get 1 - Sales force effectiveness in pharmaceuticals targeted

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Sales Force Effectiveness in Pharmaceuticals - Targeted Sales
Models such as Enhanced Key Account Management (KAM)
and Closed-Loop Marketing (CLM) Strategies Drives Sales
Force Efficiency
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Summary
Leading business intelligence provider GBI Research has released its latest research
report, entitled “Sales Force Effectiveness in Pharmaceuticals - Targeted Sales
Models such as Enhanced Key Account Management (KAM) and Closed-Loop
Marketing (CLM) Strategies Drives Sales Force Efficiency”. The report provides key
data, information and analysis of trends and practices adopted to improve sales
force effectiveness in the pharmaceutical industry. The report provides a
comprehensive insight into the strategies adopted by pharmaceutical companies to
improve their sales force effectiveness. It provides case studies and sales force
strategies of pharmaceutical companies and IT solution providers. The report also
analyzes the opportunities and challenges that could play a role in shaping the
future of sales force effectiveness. The report finishes with a detailed analysis of 12
key pharmaceutical companies, with respect to their sales efficiency.
Scope
- The need for sales force effectiveness for pharmaceutical companies and the
factors that affect it.
- A study of major strategic sales models with case studies that enhance sales force
effectiveness.
- Sales force sizing, recruitment strategies, and key sale force training and

2. compensation models.
Table of contents:
1.1 List of Tables 7
1.2 List of Figures 7
2 Introduction 9
3 Sales Force Effectiveness in Pharmaceuticals - An Overview 10
3.1 Sales Force Effectiveness Required 10
3.1.1 Declining Return on Investment (ROI) for R&D Expenditure 10
3.1.2 Pharmaceutical Company Staff Reductions 12
3.1.3 Changing Product Portfolios 13
3.1.4 Difficulty Attaining Regulatory Approval 13
3.1.5 Specialty Care Focus 13
3.1.6 Industry Consolidation and Changing Competition 13
3.1.7 IT Increasingly Applied to Sales Models 13
4 Sales Force Effectiveness in Pharmaceuticals - Role of New Sales Models and
Strategies 14
4.1 Implementation of Strategies in Pharmaceutical Companies 14
4.1.1 Implemented Sales Force Effectiveness Strategies 14
4.1.2 Future Implementation of Sales Force Effectiveness Strategies 15
4.2 Current Sales Models for Enhancing Sales Force Effectiveness 16
4.2.1 KAM Process 16
4.2.2 Types of KAM 23
4.2.3 Case Studies 24
4.3 Contract Sales Outsourcing 29
4.3.1 Contract Sales Representatives 30
4.3.2 Sales Team Recruitment and Training 30
4.3.3 Sales Data Analytics and Management 30
4.3.4 Shared Sales Teams and Telesales 31
4.3.5 MSLs 31
4.3.6 Deployment Sales Force Across Product Lifecycle 32
4.3.7 The Evolving Model 34
4.3.8 Case Study 35
5 Sales Force Effectiveness in Pharmaceuticals - IT Applications in Sales Models 36
5.1 Customer Relationship Management (CRM) 36

3. 5.2 Sales Force Automation (SFA) 36
5.2.1 Pharmaceutical CRM Vendors 36
5.3 Closed Loop Marketing (CLM) Systems 37
5.3.1 Benefits for Sales and Physicians 38
5.3.2 Benefits for Analytics 38
List of Figures
List of Tables are also include.
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