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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

g Ownership and Accountability 29

5.4.4 Ensuring Sustainability 29

6 Sales Force Training & Compensation 30

6.1 Introduction 30

6.2 Models 30

6.2.1 Survey on Sales Force Training 30

6.3 Specialty Care Training 31

6.3.1 Sanofi Aventis and their Specialty Care Training 31

6.3.2 Continuous Assessments 33

6.4 Leaders Take the Initiative 33

6.4.1 Five Step Model 34

6.4.2 Impact of Behavioral Coaching 34

6.4.3 Case Study 36

6.5 Tailored Incentive Management 37

6.5.1 Plan authoring and simulation 38

6.5.2 Schema Calculation 38

6.5.3 Credit Allocation and Payment 38

6.5.4 Reporting & Analysis 38

7 Sales Models 40

7.1 Introduction 40

7.2 Key account Management 41

7.2.1 Introduction 41

7.2.2 Key Account Management Process 41

7.2.3 Types of Key Account Management 47

7.2.4 Case Studies 48

7.3 Contract Sales Outsourcing 55

7.3.1 Contract Sales Representatives 56

7.3.2 Sales Team Recruitment and Training 56

7.3.3 Sales Data Analytics and Management 57

7.3.4 Shared Sales Teams and Telesales 57

7.3.5 Medical Science Liaisons 57

7.3.6 The Evolving Model 58

7.3.7 Case Study 59

7.4 Closed Loop Marketing 60

7.4.1 Benefits for Sales & Physicians 61

7.4.2 Benefits for Analytics 61

7.4.3 Benefits for Legal & Regulatory Departments 61

7.4.4 Benefits for Marketing 61

7.4.5 Case Studies 61

7.5 Examining Strategies 65

7.5.1 Promotional Response Model 66

7.6 Survey on Sales and Marketing Strategies 67

7.7 Sales Force Effectiveness Dashboards 71

7.8 Investment Priorities 72

7.9 New Sales Strategies Implemented 73

7.10 The Future Strategies to be Implemented 74

8 Sales Force Effectiveness Efficiency Analysis 77

8.1 Eli Lilly and Company 81

8.1.1 Over
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