Navigation Links
Pharmaceutical Sales: Best Practices for Pharmaceutical Sales Success
Date:12/26/2007

CHAPEL HILL, N.C., Dec. 26 /PRNewswire/ -- It wasn't that long ago that pharma companies were growing their sales teams. But the staffing pendulum has reversed direction and across the pharma industry companies are now shrinking their sales forces. While the sales environment is in a constant state of flux, the fundamentals of selling remain constant: planning, targeting, relationship management and goal setting.

But it is the practices that reps follow within these broad areas that separate out top performers. Using more than 100 one-on-one interviews with top performing sales reps and 50 district managers, benchmarking leader Best Practices, LLC has put together an encyclopedia of insights in "Best Practices in Pharmaceutical Sales."

The 200-page study identifies the effective and innovative practices used by the top performing sales reps and district managers at leading pharmaceutical companies, including Pfizer, GlaxoSmithKline, Merck, AstraZeneca and Bristol-Myers Squibb, as well as other world-leading companies such as Microsoft, Xerox, Federal Express and Motorola.

For a complimentary overview of the study's key topics and findings, go to http://www3.best-in-class.com/rr894.htm.

The research contains a laundry list of lessons for reps, such as:

-- Use automated formulary data and thought leader information to prepare

for sales calls to develop sales messages that anticipate formulary

restrictions and opportunities

-- Craft a daily "dream list" of doctors located within the daily sales

territory ranked in an order by prescription type and volume to be

called upon when unexpected schedule changes free up time

-- Integrate activity triggers into annual planning calendars to prepare

doctors' sample staples and sales messages in advance of key

pharmaceutical seasons, e.g., cold and flu seasons

-- Have written down at least one concrete goal for each sales call.

E.g., set next appointment, see specific doctor, mention a new

product, get a response to an invitation.

Sales managers and sales reps at all levels will find this resource invaluable for discovering how the world's most successful pharmaceutical reps tailor their sales messages and organize their schedules to gain access to high-prescribing physicians. Moreover, this report is essential for pharmaceutical executives charged with improving sales effectiveness, increasing prescription rates and driving revenues.

Download a free excerpt of the study at http://www3.best-in-class.com/rr894.htm.

Topics explored in the report include:

-- Planning to Build Sales Efficiency

-- Probing for Strategic Information

-- Capitalizing on Key Relationships

-- Optimizing Program Value and Administration

-- Selection and Recruitment of Successful Sales Reps

To learn more about Best Practices' other research, visit: http://www3.best-in-class.com or contact Cameron Tew at 0919-767-9246 or ctew@best-in-class.com.

ABOUT BEST PRACTICES, LLC

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 http://www.best-in-class.com.


'/>"/>
SOURCE Best Practices, LLC
Copyright©2007 PR Newswire.
All rights reserved

Related medicine news :

1. Mylan Commences Tender Offers and Consent Solicitations for Its 5.750% Senior Notes Due 2010 and 6.375% Senior Notes Due 2015 in Connection With Its Proposed Acquisition of Mercks Generic Pharmaceutical Business
2. Arena Pharmaceuticals to Present at the NewsMakers in the Biotech Industry Conference
3. Caraco Pharmaceutical Laboratories, Ltd. Announces FDA Approval to Market Generic Version of Zyloprim(R)
4. Schering-Plough/Merck Pharmaceuticals Announce FDA Filing Acceptance of New Drug Application for Loratadine/Montelukast Tablet
5. Caraco Pharmaceutical Laboratories, Ltd. Announces FDA Approval to Market Generic Version of Adipex-P(R)
6. National Pharmaceutical Council Announces New Strategic Focus, Search for New Leadership
7. Caraco Pharmaceutical Laboratories, Ltd. Announces FDA Approval to Market Generic Version of Coreg(R)
8. Provectus Pharmaceuticals, Inc. Begins Phase 2 Clinical Trial for Metastatic Melanoma
9. Par Pharmaceutical Files Form 10-K for 2006 -- Company to Hold First Analysts Meeting September 28, 2007
10. Idenix Pharmaceuticals to Present at Two Upcoming Investor Conferences
11. Pharmaceutical Manufacturing Quality: Optimizing Your Internal Process for FDA Compliance
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:6/27/2016)... , ... June 27, 2016 , ... "FCPX editors can ... inside of Final Cut Pro X," said Christina Austin - CEO of Pixel Film ... Final Cut Pro X users can now reveal the media of their ...
(Date:6/27/2016)... ... June 27, 2016 , ... ... strategic partnership with Connance, a healthcare industry leader providing predictive analytics to ... technology combine to provide health systems, hospitals and ambulatory surgical centers with ...
(Date:6/27/2016)... ... June 27, 2016 , ... TopConsumerReviews.com recently awarded their highest five-star ... , Millions of individuals in the United States and Canada wear eyeglasses. Once considered ... both correct vision and make a fashion statement. Even celebrities use glasses as a ...
(Date:6/26/2016)... ... June 26, 2016 , ... On June 10-11, 2016, A ... 2016 Cereal Festival and World’s Longest Breakfast Table in Battle Creek, MI, where the ... history as home to some of the world’s leading providers of cereal and other ...
(Date:6/26/2016)... , ... June 26, 2016 , ... PawPaws brand ... new product that was developed to enhance the health of felines. The formula is ... The two main herbs in the PawPaws Cat Kidney Support Supplement Soft ...
Breaking Medicine News(10 mins):
(Date:6/23/2016)... , June 23, 2016  In a startling report released ... failing their residents by lacking a comprehensive, proven plan to eliminate ... a definitive ranking of how states are tackling the worst drug ... only four states – Kentucky , ... Vermont . Of the 28 failing states, three – ...
(Date:6/23/2016)... 2016 Research and Markets has announced ... Analysis 2016 - Forecast to 2022" report to their ... contains up to date financial data derived from varied research ... trends with potential impact on the market during the next ... which comprises of sub markets, regional and country level analysis. ...
(Date:6/23/2016)... Research and Markets has announced the addition of ... their offering. The current ... environment for MedImmune to enter. The US ageing population creates ... drive considerable growth for effective anti-influenza medications. The introduction of ... but development is still in its infancy. ...
Breaking Medicine Technology: