-- Investment, Structure and Management -- Up-to-date investment levels,
restructuring strategies, and territory management of major pharma sales
forces
-- Recruiting, Hiring, Training, and Sales Team Compensation -- Building
and maintaining forces to meet the new challenges and rapid changes of
today
-- In-Field Strategies -- Maneuvers designed to strengthen sales reps' in-
field performance
Participating companies in this study include big-name companies including:
Abbott Labs, Allergan, Astrazenca, Bayer, Boehringer-Ingelheim, Daiichi
Sankyo, Eli Lilly, GlaxoSmithKline, Merck, Novartis, PDI, Pfizer, P&G,
Sanofi-Aventis, Schering-Plough, Takeda and Wyeth.
"The landscape has changed a great deal since the last time we published a
pharmaceutical sales management report," says David Richardson, Senior
Analyst for Cutting Edge Information. "In response to many doctors'
negative reactions to reps overcrowding their waiting rooms, a few industry
leaders have now taken the step of restructuring their sales forces to
reduce mirroring and once again establish more personal relationships with
their targets."
Key metrics in the new pharmaceutical sales report include figures for the
following areas:
-- Budgeting and Financial Support
-- Structure and Headcounts
-- Product Prioritization, Territory Alignment and Coordination
-- Sales Operations and Contract Sales
-- Training and Development
-- Sales Compensation and Reward Programs
-- Rep Activities
-- Segmenting and Targeting
-- Overcoming Reduced Physician Access
-- Optimizing Time Earned with Physicians
To download a free, online summary of this report, visit http://www.cuttingedgeinfo.com/pharmasalesmanagement/PH103_Download.asp#body.
Contact Information: CONTACT INFORMATON: For more information or to learn about other Cutting Edge Information research, contact: David Richardson 919-433-0216 For media inquiries, contact: Stephanie Swanson Marketing Team Leader 919-433-0212