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Building an Effective Sales Force to Serve the U.S. Hospital Market
Date:2/19/2008

CHAPEL HILL, N.C., Feb. 19 /PRNewswire/ -- With sales forces shrinking across the pharmaceutical industry and physicians cooling to the constant demand for rep time, winning a place on hospital formularies has never been more challenging. In response, leading pharma companies are relying on specialized training classes to help their reps better understand the formulary process within the hospital environment, according to recent research from pharmaceutical benchmarking leader Best Practices, LLC.

The study found that 80 percent of companies focus additional sales force training on hospital Integrated Delivery Networks to help their hospital sales forces navigate the decision-making structure of hospital networks.

The report, Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace, delivers strategic insights into the optimal sales strategy, training and resources for the influential hospital market.

The 66-page study is available online with a complimentary excerpt and sample key findings at: http://www3.best-in-class.com/rr910.htm .

The research encompasses all the key hospital market segments, from community hospitals to Academic Medical Centers. Companies that participated in the study and shared their hospital sales force strategies include: Bayer, Eli Lilly, AstraZeneca, Novartis, GlaxoSmithKline, Johnson & Johnson and Pfizer.
The study's key focus areas include:

-- Targeting Key Decision Makers/Influencers in Making Formulary Decisions

-- Hospital Sales Force Alignment, Structure and Support

-- Hospital Sales Force Staffing and Training

-- Group Purchasing Organization Targeting and Sales Force Size

To learn more about this report, including information about the research participants, key findings and sample best practices, please download a complimentary
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SOURCE Best Practices, LLC
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