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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

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9.3.3 Primary Research 119

9.3.4 Expert Panel Validation 119

9.4 Contact Us 120

9.5 Disclaimer 120

9.6 Sources 120

1.1 List of Tables

Table 1: Pharmaceutical Industry, Global, Comparison of CAGR of R&D Expenditure and Turnover for the Top 10 Pharmaceutical Companies in 2009, 2004–2009 13

1.2 List of Figures

Figure 1: Pharmaceutical Market, Global, Number of NME Approvals by the FDA, 1996-2009 11

Figure 2: Pharmaceutical Market, The US, Specialty Care Focus, 2009-2016 12

Figure 3: Pharmaceutical Industry, Global, Comparison of CAGR of R&D Expenditure and Turnover for the Top 10 Pharmaceutical Companies in 2009, 2004–2009 13

Figure 4: Pharmaceutical Industry, Global, Layoffs by Pharmaceutical Companies, 2009 15

Figure 5: Pharmaceutical Industry, Global, Sales Force Layoffs, 2007-2009 16

Figure 6: Workload Build-Up Model Case Study , 2010 18

Figure 7: Competitive Benchmarking Model Case Study, 2010 19

Figure 8: Promotional Response Model , 2010 20

Figure 9: Optimal Promotional Response Model, 2010 21

Figure 10: Sales Force Recruitment Strategy ,2010 23

Figure 11: Advantages of Recruitment Process Outsourcing, 2010 25

Figure 12: AstraZeneca and Recruitment Process Outsourcing, 2010 26

Figure 13: Increasing Sales and Achieving Competitive Differentiation, 2010 28

Figure 14: Diversity and Inclusion Strategy of Novartis, 2010 28

Figure 15: Sales Force Training Survey, 2010 30

Figure 16: Incentive Compensation Functionality, 2010 37

Figure 17: Oracle Incentive Compensation Solution, 2010 39

Figure 18: KAM Process, 2010 41

Figure 19: Key Accounts Identification and Prioritization, Risk vs. Potential 42

Figure 20: Key Accounts Identification and Prioritization, Skill vs. Will 43

Figure 21: Key Accounts Primary Selection Criteria 43

Figure 22
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