Retarget your sales force with new resources
Sales force management now plays a critical role in guiding marketing changes and improving prescribing opportunities. New sales force skills, tools and strategies are now needed to meet the requirements of individual physicians. Yet fewer than 25% of the big pharma companies are currently making such changes, and many companies are getting left behind.
A new report from FirstWord Dossier — Pharma sales force shape, size and structure — where next? — analyses the key issues influencing sales force objectives and structure; how some pharma companies have restructured their sales and marketing channels, and whether these changes have been successful or not.
Pharma sales force shape, size and structure — where next? includes advice from 11 leading pharmaceutical sales representatives and marketing experts about how companies can combine new sales force skills, technology and flexibility to build efficient sales rep relationships with increasingly busy doctors. The report also focuses on what doctors really value about sales reps.
Key Report Features
Key Questions Answered
Who Would Benefit From This Report?
This report will be of value to pharma directors and managers with responsibilities in the following areas:
Expert Views Include:
Table of Contents
for Pharma sales force shape, size and structure — where next? [Published by FirstWord Pharma]
1. Executive Summary
2. Industry in transition
2.1. Trying a softer sell approach
2.2. Down trend on promotion spending
2.3. Changing economic conditions and market forces
2.4. Sales force productivity declining
2.5. A successful future requires new strategies
2.6. Multi-faceted challenges
2.7. Judgment skills are key
3.Loss of revenue triggers a sales force restructuring
3.1. External forces
3.2. Mergers and acquisitions
3.3. The ineffective sales force
3.4. Less physician face time
3.5. Impact of technology, other issues
4.Developing a new sales force structure
4.1. Business consultants
4.2. Discard single field deployment model
4.3. A customer-centric structure
4.4. Communicate the new structure
5.Measuring the success of sales force change
5.1. Assessing success
5.2. Analysing soft data
5.3. Customer satisfaction, market share and profitability
5.4. Return on investment
5.5. Applying software
6.What physicians want from sales reps
6.1. Doctors need useful drug data
6.2. Taking note of helpful scientific data
6.3. Insurance coverage is important
6.4. The sales rep as an extension of the company
6.5. New indications for medicines
6.6. A personal approach
6.7. A good physician-rep relationship helps drive prescriptions
6.8. Attaining access indicates that doctors take notice
6.9. Noting what physicians respond to
7.Keys to successful reorganisations
7.1. Opportunity for experimentation
7.2. Change is necessary
7.3. Change involves emotions
7.4. Keeping focused; using the best resources
8.Social media enhances the rep-physician relationship
8.1. New communications channel
8.2. Engaging and transforming dialogue through technology
8.3. Filling the void
8.4. Blurring the lines
8.5. E-detailing satisfaction
Number of Pages
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|Academic Detailing: Pharma Fights Back|
IntroductionEver since it was introduced three decades ago, academic detailing—which now increasingl...
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This report is published by FirstWord Pharma
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