Date:8/9/2012

d Changing Competition 133.1.7 IT Increasingly Applied to Sales Models 134 Sales Force Effectiveness in Pharmaceuticals - Role of New Sales Models and Strategies 144.1 Implementation of Strategies in Pharmaceutical Companies 144.1.1 Implemented Sales Force Effectiveness Strategies 144.1.2 Future Implementation of Sales Force Effectiveness Strategies 154.2 Current Sales Models for Enhancing Sales Force Effectiveness 164.2.1 KAM Process 164.2.2 Types of KAM 234.2.3 Case Studies 244.3 Contract Sales Outsourcing 294.3.1 Contract Sales Representatives 304.3.2 Sales Team Recruitment and Training 304.3.3 Sales Data Analytics and Management 304.3.4 Shared Sales Teams and Telesales 314.3.5 MSLs 314.3.6 Deployment Sales Force Across Product Lifecycle 324.3.7 The Evolving Model 344.3.8 Case Study 355 Sales Force Effectiveness in Pharmaceuticals - IT Applications in Sales Models 365.1 Customer Relationship Management (CRM) 365.2 Sales Force Automation (SFA) 365.2.1 Pharmaceutical CRM Vendors 365.3 Closed Loop Marketing (CLM) Systems 375.3.1 Benefits for Sales and Physicians 385.3.2 Benefits for Analytics 385.3.3 Benefits for Legal and Regulatory Departments 385.3.4 Benefits for Marketing 385.3.5 CLM Vendors 385.3.6 Case Studies 395.4 Predictive Modeling in Sales and Marketing 435.4.1 Case Studies 455.5 Examining Strategies 465.5.1 Promotional Response Model 475.6 Sales Force Effectiveness Dashboards 476 Sales Force Effectiveness in Pharmaceuticals - Sales Force Planning and Strategy 496.1 Sales Force Sizing 496.1.1 Affordability and Breakdown Method 496.1.2 Workload Build-up Technique 496.1.3 Competitive Benchmarking 516.1.4 Promotion Response Modeling 526.2 Sales Force Recruitment 536.2.1 Introduction 536.2.2 Sales Force Recruitment Strategy 536.2.3 Recruitment Process Outsourcing (RPO) 556.2.4 Case Studies 556.3 Sales Force Training and Compensation 576.3.1 Introduction 576.3.2 Behavioral Coaching and the Five Step Model 576.3.3 Specialty Care Training 606.3.4 Continuous Asse
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