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Pharma sales force_innovations_technology


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Pharma sales force_innovations_technology

  1. 1. Brochure More information from Pharma Sales Force Innovations: Technology, Training and Rewards Description: “It is not the strongest of the species that survives, nor the most intelligent that survives,” Charles Darwin once wrote. “It is the one that is the most adaptable to change.” Are pharmaceutical sales up to the challenge? It’s a tough question facing traditional pharma sales models in an age where physicians are time-pressed and aware that research is just one click away. And as pharmaceutical sales continue to flatten in developed markets, sales jobs are being downsized - with more to come. For many in the industry, the answer lies with Darwin’s evolution - and the use of technology, training and new approaches to old ideas. Already, many companies view doctor practices as accounts and their sales reps as part of a team that can offer knowledge on every therapeutic and disease question. The customer- centric approach of Key Account Management, driven by the information spin of Closed-Loop Marketing, may offer the adaptation the industry needs. Yet there are other issues, too. While technology plays a key role, it also creates a need for continuous training, innovative training models and a better understanding of how sales messages must be adapted to maximize uptake. As Scott Moldenhauer, president of Great Pharma Reps points out, pharma sales models need “to change in an era when the time window the reps get with the physician is less than a minute.” In “Pharma Sales Force Innovations: Technology, Training and Rewards”, FirstWord offers insight into that change in a compelling and timely analysis of the current sales landscape. The report examines every aspect of new sales thinking from the role of ‘flexi-reps’ to the emergence in Europe of Key Account Management that creates connectivity between customer organisations and company resources. Using ExpertViews interviews with leading thinkers from around the world, the 30-page report offers an overview of innovations in sale rep training as well as case studies for what works—and what does not. In addition, the tightly-written report addresses how and when technology should be used, the implementation of e- training, and changing sales rep reward and compensation models. The report offers insights into: - How sales models are evolving to become more customer-centric - The importance of training reps and innovative ways of rewarding them - The use of technology such as iPads and tablets, their benefits and drawbacks Key features: - Up-to-the-minute and timely analysis of sales force effectiveness in the US and Europe - Positive insights into new models such as Key Account Management - Comparison of in-house versus remote training for sales reps - Case studies from leading companies such as NovoNordisk, AstraZeneca and Sanofi-aventis Contents: Executive summary Changing pharma landscape Declining access to physicians A ray of hope? New selling model - A shift towards key account management Pharma companies prepare to introduce KAM Skills for the new selling model Case Studies Lundbeck UK.s KAM model GSK and Lilly.s outcome-oriented approach Innovations in sales rep training
  2. 2. How should reps be trained? Technology-enabled training methods In-house training vs remote training Case studies NovoNordisk competency-based training model AstraZeneca e-training Sanofi-aventis. training for specialty reps Rewarding sales reps Rewards based on customer feedback Other ways of motivating reps Case study GSK.s new sales force compensation plan Technologies for increasing sales force effectiveness iPads vs tablet PCs Geographical uptake of these tools Future of SFA Beyond detailing Multichannel selling Conclusion Index Ordering: Order Online - Order by Fax - using the form below Order by Post - print the order form below and send to Research and Markets, Guinness Centre, Taylors Lane, Dublin 8, Ireland.
  3. 3. Page 1 of 2 Fax Order Form To place an order via fax simply print this form, fill in the information below and fax the completed form to 646-607-1907 (from USA) or +353-1-481-1716 (from Rest of World). If you have any questions please visit Order Information Please verify that the product information is correct and select the format(s) you require. Product Formats Please select the product formats and quantity you require: Contact Information Please enter all the information below in BLOCK CAPITALS Product Name: Pharma Sales Force Innovations: Technology, Training and Rewards Web Address: Office Code: SCOVAR1N Quantity Electronic (PDF) - Single User: USD 399 Electronic (PDF) - Site License: USD 1995 Electronic (PDF) - Enterprisewide: USD 5984 Title: Mr Mrs Dr Miss Ms Prof First Name: Last Name: Email Address: * Job Title: Organisation: Address: City: Postal / Zip Code: Country: Phone Number: Fax Number: * Please refrain from using free email accounts when ordering (e.g. Yahoo, Hotmail, AOL)
  4. 4. Page 2 of 2 Payment Information Please indicate the payment method you would like to use by selecting the appropriate box. Please fax this form to: (646) 607-1907 or (646) 964-6609 - From USA +353-1-481-1716 or +353-1-653-1571 - From Rest of World Pay by credit card: You will receive an email with a link to a secure webpage to enter your credit card details. Pay by check: Please post the check, accompanied by this form, to: Research and Markets, Guinness Center, Taylors Lane, Dublin 8, Ireland. Pay by wire transfer: Please transfer funds to: Account number 833 130 83 Sort code 98-53-30 Swift code ULSBIE2D IBAN number IE78ULSB98533083313083 Bank Address Ulster Bank, 27-35 Main Street, Blackrock, Co. Dublin, Ireland. If you have a Marketing Code please enter it below: Marketing Code: Please note that by ordering from Research and Markets you are agreeing to our Terms and Conditions at