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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

: Understanding Needs and Developing Customer Insights 45

Figure 23: Forming the Account Team 45

Figure 24: Developing Key Account Strategic Plan 46

Figure 25: Communicating and Implementing the Key Account Strategic Plan 46

Figure 26: Reviewing KAM Results 47

Figure 27: Lundbeck and KAM Principle, 2010 48

Figure 28: Abbott's Sales Force Optimization 49

Figure 29: Abbott's Account Strategy, 2010 50

Figure 30: Segmentation and Targeting Strategy of Abbott, 2010 51

Figure 31: Calculating Account Value, 2010 52

Figure 32: Positioning the Key Accounts 54

Figure 33: Contract Sales Organizations – Major Services, 2010 55

Figure 34: Contract Sales Organizations and Evolving Sales Model 58

Figure 35: CLM Enabled Commercial Organization, 2010 60

Figure 36: Wyeth's Target Selection Model, 2010 62

Figure 37: Wyeth's Segmentation Model, 2010 62

Figure 38: Benefits of CLM for Wyeth, 2010 63

Figure 39: Customer Response Framework for CLM, 2010 63

Figure 40: Customer Response Success Rate for CLM, 2010 64

Figure 41: Wyeth and its CLM Process, 2010 64

Figure 42: Sales Index vs. Sales Strategy, 2010 65

Figure 43: Promotional Response Model, 2010 66

Figure 44: Promotional Response Model on Sales 66

Figure 45: Implementation vs. Importance, High Performers, 2010 67

Figure 46: Implementation vs. Importance, Aspirational Performers 68

Figure 47: Implementation vs. Importance, Over Performers 69

Figure 48: Implementation vs. Importance, Low Performers 70

Figure 49: Investment Priorities in Sales Force Effectiveness 72

Figure 50: Pharmaceutical Market, Global, Implemented Sales Strategies in Pharmaceutical Companies, %, 73

Figure 51: Pharmaceutical Market, Global, Sales Strategies to be Implemented in Future, %, 74

Figure 52: Physician Satisfaction Vs. Decrease in the Sales Fo
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