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Oncology remains most restrictive specialty for second year
Date:7/30/2013

e, train the field organization to customize their local engagement approach and integrate digital approaches, inside sales and other channels to enable the field organization to engage with customers based on their unique preferences."

For more information on AccessMonitor™, including an executive summary of the spring 2013 report, please visit: http://bit.ly/ZS-AccessMonitor2013.

About ZS Associates

ZS Associates is a global leader in sales and marketing consulting, outsourcing, technology and software. For almost 30 years, ZS has helped companies across a range of industries get the most out of their sales and marketing organizations. From 20 offices around the world, ZS experts use analytics and deep expertise to help companies make smart decisions quickly and cost effectively. ZS comprises multiple affiliated legal entities. Learn more at: www.zsassociates.com.

About AccessMonitor™

AccessMonitor™ is a proprietary tool that incorporates the call reports from more than 200 different U.S. pharmaceutical sales teams and more than 40,000 sales reps. It examines how often approximately 325,000 physicians and other prescribers meet with pharmaceutical sales representatives who visit them and then classifies those doctors into one of three groups: 1) "accessible" (physicians who met with more than 70 percent of reps who call on them); 2) "access restricted" (between 31 and 70 percent); and 3) "severely access restricted" (30 percent or less).The report equips companies with data to make the best use of sales and marketing resources in a systematic way and includes sales operations, field management and marketing strategies. In addition to the bi-annual national industry reports, participating companies also receive a prescriber-level, company-specific AccessMonitor™ report that provides customer insights based on i
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