RESEARCH TRIANGLE PARK, NC--(Marketwire - April 1, 2008) - Canadian pharmaceutical
companies have a myriad of barriers for sales forces to overcome, according
to Canadian companies and divisions surveyed in Cutting Edge Information's
new report "Canadian Pharmaceutical Sales Management" available for
download at:
http://www.CanadianPharmaSales.com. Provincial differences,
hospital formularies and cost controls were cited as the three biggest
trouble areas for companies, regardless of their size.
On a provincial basis, there are differences in prescribing practices and
formularies. These challenges are further complicated when combined with
differences of expendable income of the individual provinces. Likewise,
hospitals themselves often have internal formularies, which mean sales
representatives with hospital clients are essential in earning and
maintaining a drug's position on that hospital's formulary. Furthermore,
because of its diverse population and culture, Quebec garners strong
attention by market access and sales management.
"While many nations have the luxury of a uniform approach, Canada must
adhere to the various provincial requirements," says David Richardson, a
senior analyst for Cutting Edge Information. "This causes pharmaceutical
companies a great deal of strain as they try to secure the greatest market
share for their sales forces."
This report was designed to address issues that salespeople in Canada are
facing on a day-to-day basis. Outlined within the report are various
findings on physician access, guideline management, and techniques that
sales teams are employing in the pharmaceutical arena.
Other topics covered by this report include:
-- Cost per detail
-- Structures and headcounts
-- Product prioritization, territory alignment and coordination
-- Recruiting, hiring and training
-- Sales compensation and reward programs
-- 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/canadianpharmasales/PH107_Download.asp#body.
Contact Information: CONTACT INFORMATION:
David Richardson
919-433-0216