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Reportlinker Adds Sales Force Effectiveness in Pharmaceuticals - Cost Pressures Increase Pharmaceutical Companies' Adoption of New Sales Models and Technologies
Date:10/12/2010

companies use tools and models in order to improve the sales force productivity

- Make informed decisions with respect to sales force effectiveness

- Identify the leading technology providers for collaborations along with their key capabilities

- Make more informed business decisions from the insightful and in-depth analysis of the sales force effectiveness and the factors shaping it.

1 Table of Contents 3

1.1 List of Tables 5

1.2 List of Figures 6

2 Sales Force Effectiveness in the Pharmaceutical Industry – Introduction 8

2.1 GBI Research Report Guidance 9

3 The Need for Sales Force Effectiveness 10

3.1 Introduction 10

3.1.1 Shift in product portfolio 10

3.1.2 Regulatory Tightening 11

3.1.3 Specialty care focus 12

3.1.4 Shift of power 12

3.1.5 Industry consolidation 12

3.1.6 Non-personal promotion 12

3.1.7 R&D Costs Increase against Revenue Growth for the Top 10 Pharmaceutical Companies 13

3.1.8 Layoff in the Pharmaceutical Companies 15

3.1.9 Shrinking Field Force Model 16

4 Sales Force Sizing 17

4.1 Introduction 17

4.2 Affordability 17

4.3 Workload build-up 17

4.3.1 Case 1 18

4.3.2 Case 2 19

4.4 Competitive Benchmarking 19

4.5 Promotion Response Modeling 20

5 Sales Force Recruitment 22

5.1 Introduction 22

5.2 Sales Force Recruitment Strategy 22

5.2.1 Recruiting Strategy 23

5.2.2 Business Objectives 23

5.2.3 Identify the specific metrics that will define success 23

5.2.4 Define Job Requirements 24

5.2.5 Establishing Assessment Validity 24

5.2.6 Implementation 24

5.3 Recruitment/Employment Process Outsourcing 25

5.3.1 Case Studies 25

5.4 The Diversity and Inclusion Imperative from Novartis 28

5.4.1 Improving Representation 29

5.4.2 Building Capability 29

5.4.3 Drivin
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SOURCE Reportlinker
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