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U.S. Hospital Sales Opportunities Maximized Through Functional Optimization

CHAPEL HILL, N.C., Aug. 15 /PRNewswire/ -- The U.S. hospital marketplace is multifaceted and can be divided into multiple market segments. In this challenging marketplace, pharmaceutical and biotechnology sales people must 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. Impactful benchmark research originally conducted by Best Practices, LLC in 2006 focused on understanding the variables in developing an effective sales force to service the hospital marketplace has been updated and published with comparisons drawn between current and historical data as appropriate.

In a benchmarking study that included such influential companies as Abbott, Astra Zeneca, Bayer, Eli Lilly, GlaxoSmithKline, Johnson & Johnson, Novartis, Pfizer, Procter & Gamble, Sanofi-Aventis, Schering-Plough, and Wyeth, key benchmark metrics and executive insights provide a basis for informing decision-making around critical structure, resource and process planning and execution.

For a complimentary summary of the full report "Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace," click on the following link .

Key topic areas in the research include:

-- Targeting Key Decision Makers and Influencers

-- Hospital Sales Force Alignment, Structure and Support

-- Hospital Sales Force Training

-- GPO Focus

-- Lessons Learned

For more information on this report, contact Robert Naylor at or (919) 767-9244. To access the full report or download a complimentary copy of the report summary, go to


Best Practices, LLC, conducts work based on the simple yet profound principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies. For more than 15 years, our highly credentialed research staff has conducted primary research exclusively for our Fortune 500 client base.

SOURCE Best Practices, LLC
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