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Equipping your Sales Force to Influence Hospital Formulary Decision-Makers
Date:10/2/2007

CHAPEL HILL, N.C., Oct. 2 /PRNewswire/ -- The U.S. hospital marketplace has become a battleground for pharma sales forces vying to get their therapies on hospital formularies. Among the challenges: It's never been more difficult to get time with key physicians and the list of formulary decision-makers continues to grow.

But leading pharma companies are working their way into formularies via specialized training classes that focus on hospital network administrators and other decision makers that are gaining more influence, according to 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, provides strategic insight into the optimal sales strategy, structure and resources for influencing the hospital market. Review a complimentary excerpt of the study at http://www3.best-in-class.com/rr860.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 be
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SOURCE Best Practices, LLC
Copyright©2007 PR Newswire.
All rights reserved

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