The New Pharmaceutical Sales Force - Key Trends Shaping Future Sales Strategies
出 版 商：CBR Pharma Insights
出版日期：2009/04/15
頁 數：45頁
文件格式：PDF
價 格：
USD 3,900 (Single-User License)
USD 4,900 (Multi-User License)
USD 9,800 (Global-User License)
USD 4,900 (Multi-User License)
USD 9,800 (Global-User License)
The New Pharmaceutical Sales Force - Key Trends Shaping Future Sales Strategies
Summary
There are few companies in the pharmaceutical industry that are not experiencing decreased revenue and profitability. At the same time, the costs associated with developing a new drug and bringing it to market continues to grow. In order to increase value for shareholders, pharmaceutical companies will need to restructure their businesses from top to bottom. Many jobs will be lost, moved to other markets or redefined to fit the evolving pharmaceutical business model.
In part I of a two-part series on sales and marketing to the pharmaceutical industry, this consultancy-style report provides an overview of the evolution of pharmaceutical sales strategy. The focus of our analysis is on how ongoing layoffs and revised regulations are contributing to the restructuring of the pharmaceutical sales model
Scope
- Overview and the changing sales model
- The future of the sales representative
- PhRMA’s Revised Code: training and conduct
Reasons to buy
- CBR Pharma Insights identifies and highlights the key challenges currently facing the pharmaceutical industry’s sales forces
- Visualize the cost-benefit ratio surrounding the current pharmaceutical sales force model and see where key issues reside
- Gain a better understanding of the changing pharmaceutical sales model and how best to re-focus it to meet the needs of physicians
- Gain access to CBR Pharma Insights’ analysis on the impact of layoffs within the pharmaceutical industry as “real world” pharmaceutical company examples are provided
- Understand better the Pharmaceutical Research and Manufacturers of America’s (PhRMA’s) newly released version of its code on relationships with US healthcare professionals
- Benefit from our key conclusions and insights to best support the challenges being faced by the pharmaceutical industry with its sales force model
Summary
There are few companies in the pharmaceutical industry that are not experiencing decreased revenue and profitability. At the same time, the costs associated with developing a new drug and bringing it to market continues to grow. In order to increase value for shareholders, pharmaceutical companies will need to restructure their businesses from top to bottom. Many jobs will be lost, moved to other markets or redefined to fit the evolving pharmaceutical business model.
In part I of a two-part series on sales and marketing to the pharmaceutical industry, this consultancy-style report provides an overview of the evolution of pharmaceutical sales strategy. The focus of our analysis is on how ongoing layoffs and revised regulations are contributing to the restructuring of the pharmaceutical sales model
Scope
- Overview and the changing sales model
- The future of the sales representative
- PhRMA’s Revised Code: training and conduct
Reasons to buy
- CBR Pharma Insights identifies and highlights the key challenges currently facing the pharmaceutical industry’s sales forces
- Visualize the cost-benefit ratio surrounding the current pharmaceutical sales force model and see where key issues reside
- Gain a better understanding of the changing pharmaceutical sales model and how best to re-focus it to meet the needs of physicians
- Gain access to CBR Pharma Insights’ analysis on the impact of layoffs within the pharmaceutical industry as “real world” pharmaceutical company examples are provided
- Understand better the Pharmaceutical Research and Manufacturers of America’s (PhRMA’s) newly released version of its code on relationships with US healthcare professionals
- Benefit from our key conclusions and insights to best support the challenges being faced by the pharmaceutical industry with its sales force model
Executive Summary
Introduction
Challenges Facing the Pharma Industry
Cost-benefit of the Pharmaceutical Sales Model
The Changing Sales Model: What Can the Pharmaceutical Industry do for Physicians?
Dividing the Pharma Sales Force
Increased Regulatory Oversight
Layoffs: The Future of the Sales Representative
The Top Layoffs
The Impact of Layoffs on the Pharma Industry
Pfizer, Merck, AstraZeneca
PhRMA’s Revised Code: Training and Conduct
Conclusion
Appendix
Introduction
Challenges Facing the Pharma Industry
Cost-benefit of the Pharmaceutical Sales Model
The Changing Sales Model: What Can the Pharmaceutical Industry do for Physicians?
Dividing the Pharma Sales Force
Increased Regulatory Oversight
Layoffs: The Future of the Sales Representative
The Top Layoffs
The Impact of Layoffs on the Pharma Industry
Pfizer, Merck, AstraZeneca
PhRMA’s Revised Code: Training and Conduct
Conclusion
Appendix
