All About Pharmaceuticals Sales Force

By Author: Vijay K Shetty
Total Articles: 2542
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Benchmarking sales force management first noticed the geographical market and the history of life and companies in Italy, Spain, Germany, UK, Japan, France and US. Modifying sales force structure and size of the whole product history is examined in detail and benchmarked with the investment of 14 top companies in general care promotion of the Spain, Germany, US, Italy, UK, France since 1998 to 2001. ROI in personal detailing are compared and contrasted with the investment strategies by support of ownership annual income potential chart. 56 senior sales executives' research is reflected in Pharmaceutical sales forces.

Let's take a glance at the main research and highlights. There is no increasing of their returns of the companies but yet they are continually keen to control high sales force numbers. Every stage of product history represents variety objects to a pharmaceutical marketer to increase their annual income .The sales force structure and size fully recognizes this potential apart from the increasing driving costs and includes loss profit margins.

The salesmen should always be connecting with the sales ...
... force structure and size to product execution and must notice the regional physicians' prescribing intention and the sales ability of the product and the area where the product is necessary greatly. The company is required to notice the current situation to pause the refusing returns to increase the result of the details strategies.

The pharmaceuticals company spends money on advertising that spent on research. The evidence has proved that both the patients and the health care profession are negatively affected by the marketing practices. The pharmaceuticals marketing is sometimes called the medico-marketing or the advertising business of pharmaceuticals or drugs.

The pharmaceutical sales force is ever increasing day by day. Thus, due to their continuous expanse, it is a considerable challenge to the businessmen in this field, to manage, organize and measure the effectiveness of the sales force. The task of management is generally divided. These divisions include targeting the areas of the different physicians, managing the size and structure of the sales force, optimization of the sales force and managing their effectiveness and also planning the calls and call lists. Since most of the products that need to be sold and promoted are quite similar, it is not enough to train the sales representatives only on high science as realized by pharmaceuticals companies. They have therefore started to train their executives, on the relationship selling techniques in addition to thorough knowledge of each product and their applications to medical science. The special sales representatives are more knowledgeable about the products than the primary care representatives are. For this reason, they are relied upon more about product information by the specialist doctors.

Vijay K Shetty, Platinum Level Author.
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