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Sales & Marketing

Sales Force Effectiveness

Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace

Publication Date   June 2006
Publisher   Best Practices LLC
Product Type   Report
Pages   66
ISBN Number   not applicable
Product Code   BPC005
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Price £1,715.00

approximately: $3,028 | €2,175

Summary


The U.S. hospital marketplace is multifaceted and can be divided into multiple market segments. In this challenging marketplace, pharmaceutical and biotechology sales people have to negotiate increasingly complex organizational and decision-making structures to effectively represent their brands. Hospital formulary decisions are not only being influenced by medical professionals focused on efficacy and safety but also by administrative personnel focused on operational efficiency and cost. This benchmark study was designed to assist pharmaceutical and biotech organizations gain insights into the optimal sales strategy, structure and resources - by market segment and customer profile - to better meet the needs of the hospital marketplace.

Content


  • Introduction
  • Definitions
  • Key Findings
  • About The Benchmark Class
  • Targeting Key Decision Makers And Influencers
  • Hospital Sales Force Alignment, Structure And Support
  • Hospital Sales Force Training
  • Gpo Focus
  • Lessons Learned