The pharmaceutical industry is fast changing due to the expensive promotion and research & development (R&D) campaigns, which are crucial to examine opportunities to simplify and streamline operations in order to align businesses towards the needs of customers. Today’s representatives must be consultative in order to effectively partner with the customer. Being consultative means showing energy and confidence and having the answers to questions, or at least knowing how to get them if necessary . It means talking the physician’s language at the physician’s level of expertise and matching styles – formal or informal. In this situation, sales force effectiveness drives the success of pharmaceutical companies. SFE (Sales force effectiveness) begins with effective sales strategy, sizing and structuring the sales ...