-- 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 performanceParticipating 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 PhysiciansTo 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