Tags Archivespharma

Is e-detailing the cure for less Face-time with Doctors? standard

Traditionally, one-to-one selling by pharmaceutical sales reps has been the primary means of communication and the most expensive one. Historically, product detailing has been the most important way for pharmaceutical companies to communicate drug information to physicians. Unfortunately, traditional methods of detailing are no longer as effective as they once were. Why switch from age old detailing to e-detailing? With the emergence of technology-based alternative means of communicating with physicians and other prescribing influencers, many pharma companies are now experimenting with  supplementing or even replacing the sales rep’s detailing activities with invitations to access websites and call centers for answers to commonly asked questions concerning a company’s drug.

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How to build an army of Motivated Medical Sales Force? standard

In today’s increasingly complex pharmaceutical world; a highly motivated sales forces offer substantial performance improvement . A well-trained and compensated sales force, which maximizes revenues from existing customers and systematically identifies and manages new prospects well, allows a pharma company to grow faster than its competitors. Such efforts are particularly important in an environment where doctors have many prescribing options and more choice than ever before. Thus a good motivation and incentive plan should be flexible to accommodate new product launches and difficult markets; it is economical, yet competitive.

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Evolution of the Medical Representative Marketing Kit standard

Medical Representative is an important link in pharmaceutical industry. In Pharmaceutical selling, a medical representative meets a physician at a pre-designated location either by fixing a prior appointment or impromptu. But to create and arouse interest in the doctors mind; Medical representatives need the help of supporting presentation tools and resources otherwise called as marketing kit.

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Why Top 50 Pharmas have chosen YouTube as a Digital Communication medium? standard

The world’s population has passed the 7 billion mark and over 2 billion of those are connected to the internet and more than 5 billion have a mobile phone! Online video has firmly established as a digital channel among pharmaceutical companies. Video is an engaging way of educating health care professionals, care givers and patients alike. It’s especially useful with patients in developing countries who have lower literacy levels. Interestingly every major pharmaceutical company has at least one YouTube channel. Among them many has already started to use YouTube as a global corporate communications medium.

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Need of the hour: Pharmaceutical Sales Training 2.0 standard

Pharmaceutical sales representatives spend most of their time on the road, talking with  pharmacists and hospital personnel and physicians to promote their company’s products and the volume of their sales. Pharmaceutical sale is not for everyone. Apart from basic selling skills, like how to ask questions and how to do presentations – Reps must learn every aspect of the product they will be selling, from the underlying anatomy and physiology to competitor products!

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Generic CRM vs BYO vs Industry specific CRM for Pharma & Healthcare companies standard

Adopting a CRM system is a major decision that carries long-term strategic implications for a company of any size and scale. A successful CRM/SFA implementation requires a rock-solid plan that includes project scoping, client data migration, configuration, customization, and integration -regardless of the deployment model chosen. For Pharmaceutical companies; Its important to select the CRM software that will not only support your current needs but has room for future business objectives and needs also. Is generic Pharma CRM up for this challenge?

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Understand what really defines Pharma sales performance...

  • 1. Optimise the call coverage model (based on product maturity)
  • 2. Understand what really defines sales performance (in the absence of prescribing data)
  • 3. Fix broken linear sales models (in favour of a dynamic buyer-centric dialogue)
  • 4. Manage your teams’ performance dynamically (vs. a one-size-fits-all approach)
  • 5. Incentivise to drive behaviour change (and acquire a true performance culture)
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Never miss another opportunity to know the latest info on Pharma Marketing & Sales management best practices and tools.

Understand what really defines Pharma sales performance...

  • 1. Optimise the call coverage model (based on product maturity)
  • 2. Understand what really defines sales performance (in the absence of prescribing data)
  • 3. Fix broken linear sales models (in favour of a dynamic buyer-centric dialogue)
  • 4. Manage your teams’ performance dynamically (vs. a one-size-fits-all approach)
  • 5. Incentivise to drive behaviour change (and acquire a true performance culture)
x

Get FREE updates in your Email

Never miss another opportunity to know the latest info on Pharma Marketing & Sales management best practices and tools.