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Building an Effective Sales Force to Serve the U.S. Hospital Market

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: .

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 excerpt and study overview at: .

For questions or additional information on Best Practices, LLC's other products and services, please call Cameron Tew at 919-767-9246 or email Also, visit our Web site at .


Best Practices, LLC is a research and consulting firm that conducts work based on the 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 information, call 919-403-0251 or visit .

SOURCE Best Practices, LLC
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