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Follow on Google News | Sales Force Effectiveness in Pharmaceuticals now available at SandlerResearchGBI Research’s report, “Sales Force Effectiveness in Pharmaceuticals - Cost Pressures Increases Pharmaceutical Companies' Adoption of New Sales Models and Technologies”, provides in-depth analysis of trends, issues and challenges
By: sandlerresearch Original Source : Effectiveness Pharmaceuticals Market http://www.sandlerresearch.org/ Buy Now : Market Research http://www.sandlerresearch.org/ Browse complete Report at : Sales Force Effectiveness in Pharmaceuticals - Cost Pressures Increase Pharmaceutical Companies' Adoption of New Sales Models and Technologies http://www.sandlerresearch.org/ GBI Research’s report, “Sales Force Effectiveness in Pharmaceuticals - Cost Pressures Increases Pharmaceutical Companies' Adoption of New Sales Models and Technologies” This report is built using data and information sourced from proprietary databases, primary and secondary research and in-house analysis by GBI Research’s team of industry experts. Scope The scope of this report includes: Annualized market data from 2009, forecast forward to 2016. Analysis of the leading technology in this space Analysis of the R&D models Market characterization Key drivers and barriers that have a significant impact on the market. Competitive benchmarking of leading companies. Reasons to buy The report will enhance your decision making capability in a more rapid and time sensitive manner. It will allow you to: Develop key strategies to reduce expenditure on sales force and by increasing efficiency Develop and understanding of how companies use tools and models in order to improve the sales force productivity Make informed decisions with respect to sales force effectiveness Identify the leading technology providers for collaborations along with their key capabilities Make more informed business decisions from the insightful and in-depth analysis of the sales force effectiveness and the factors shaping it. 1 Table of Contents 3 1.1 List of Tables 5 1.2 List of Figures 6 2 Sales Force Effectiveness in the Pharmaceutical Industry – Introduction 8 2.1 GBI Research Report Guidance 9 3 The Need for Sales Force Effectiveness 10 3.1 Introduction 10 3.1.1 Shift in product portfolio 10 3.1.2 Regulatory Tightening 11 3.1.3 Specialty care focus 12 3.1.4 Shift of power 12 3.1.5 Industry consolidation 12 3.1.6 Non-personal promotion 12 3.1.7 R&D Costs Increase against Revenue Growth for the Top 10 Pharmaceutical Companies 13 3.1.8 Layoff in the Pharmaceutical Companies 15 3.1.9 Shrinking Field Force Model 16 4 Sales Force Sizing 17 4.1 Introduction 17 4.2 Affordability 17 4.3 Workload build-up 17 4.3.1 Case 1 18 4.3.2 Case 2 19 4.4 Competitive Benchmarking 19 4.5 Promotion Response Modeling 20 5 Sales Force Recruitment 22 5.1 Introduction 22 5.2 Sales Force Recruitment Strategy 22 5.2.1 Recruiting Strategy 23 5.2.2 Business Objectives 23 5.2.3 Identify the specific metrics that will define success 23 5.2.4 Define Job Requirements 24 5.2.5 Establishing Assessment Validity 24 5.2.6 Implementation 24 5.3 Recruitment/ 5.3.1 Case Studies 25 5.4 The Diversity and Inclusion Imperative from Novartis 28 5.4.1 Improving Representation 29 5.4.2 Building Capability 29 5.4.3 Driving Ownership and Accountability 29 5.4.4 Ensuring Sustainability 29 6 Sales Force Training & Compensation 30 6.1 Introduction 30 6.2 Models 30 6.2.1 Survey on Sales Force Training 30 6.3 Specialty Care Training 31 6.3.1 Sanofi Aventis and their Specialty Care Training 31 6.3.2 Continuous Assessments 33 6.4 Leaders Take the Initiative 33 6.4.1 Five Step Model 34 6.4.2 Impact of Behavioral Coaching 34 6.4.3 Case Study 36 6.5 Tailored Incentive Management 37 6.5.1 Plan authoring and simulation 38 6.5.2 Schema Calculation 38 6.5.3 Credit Allocation and Payment 38 6.5.4 Reporting & Analysis 38 ABBREVIATIONS Browse all : Pharmaceuticals Market http://www.sandlerresearch.org/ Browse all : GBI Research Market http://www.sandlerresearch.org/ Browse all : Newly Published Market Research http://www.sandlerresearch.org/ Related Reports: US Pharmaceutical Market Overview – Healthcare reform, economic pressures and the patent cliff set to impact Pharma http://www.sandlerresearch.org/ The Global Workforce Optimization Technologies Industry Model (Interactive Model) http://www.sandlerresearch.org/ Brazil Pharmaceutical Market Overview – Expanding healthcare access drives double-digit sales growth http://www.sandlerresearch.org/ Mylan New Zealand Limited (formerly Pacific Pharmaceuticals Ltd)-Company Report http://www.sandlerresearch.org/ Telecom of New Zealand-IT Sales Opportunities- http://www.sandlerresearch.org/ About Us: Sandler Research houses a comprehensive online library of more than 10,000 reports, in-depth market research studies of 5000+ micro markets, and 25 industry specific websites. The reports are analytically and statistically rich, and offer a comprehensive view of the dynamic market scenario across the globe. Our client list boasts of many eminent publishers of such reports from across the world. As a third-party reseller of market research reports, we employ various marketing tools, such as press releases, email-marketing and effective search-engine optimization techniques, in order to generate better revenues for our clients, entailing positive and robust results. We also provide 24/7 online and offline support to our customers Contact: Ms. Sunita 7557 Rambler road, Suite 727, Dallas, TX 75231 Tel: +1-888-989-8004 Website: http://www.sandlerresearch.org Blog: http://sandlerresearch.blogspot.com/ # # # Sandler Research houses a comprehensive online library of more than 10,000 reports, in-depth market research studies of 5000+ micro markets, and 25 industry specific websites. End
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