One of the ongoing challenges facing the pharmaceutical company is the attraction, motivation, management and handling of key salespeople. After all, the company has built a great position for itself in the market and has put a lot of effort into developing its product line and polishing its reputation. Each company is of course very [...]

We’re told that the customer is always right, but are we to believe this every single time? To extend this analogy we could assume that we need to pay an equal amount of the utmost attention to every client, all the time? A considerable amount of resources are necessary to service accounts that we would [...]

A pharmaceutical company’s clients can exercise a choice in their selection of business partners, should they wish and as such may look for a definitive type of relationship in return for their patronage. The pharmaceutical company itself must therefore understand that if it values the business of a strategic account, designation of the ”key account” [...]

Over the years, a gas station has been seen as a reliable investment, most especially when the price of gasoline was relatively stable and by world standards was seen as low in the United States. In the past, there wasn’t so much pressure to cut down on oil sales or to be selective in our [...]

More than $25 billion per year is spent on marketing pharmaceutical products, showing the size and importance of the industry and underlining the need for the pharmaceutical company to be highly effective in this arena. The organisation can be as creative or as ground breaking as it likes as it brings new products to the [...]

As it’s estimated that the marketing of pharmaceutical products accounts for up to $25 billion of spending each year, there is a lot at stake for healthcare professionals everywhere. In recent times, there’s been much talk about the methodology used by pharmaceutical companies and the tactics they utilise as their sales force members contact and [...]

You need a specific type of skill, a great deal of information and an ability to calculate potential to find out whether a sales force is truly effective, or not. Essentially, the amount of selling time available, based on a realistic allocation of hours and multiplied by the number of people on the team, can [...]

There is far too much at stake to take a passive approach to the organisation of a company’s sales force, and senior management should ensure that they are well aware of the effectiveness of the operation and are adequately placed to make changes as and when necessary to improve. It is said that the actual [...]

While the pharmaceutical market may be in a constant state of flux and change, it seems that there is a definite trend away from the marketing of big brand, wide reach products to more “niche” medicines and that this change seems to be accelerating. An additional challenge is thus presented for the pharmaceutical company sales [...]

The deployment of the sales force can be broken down into several categories and performance in each category should be used to determine the effectiveness of the force. While plenty of time should be spent in training the executive, both in ongoing personal inter-communication skills and in direct product knowledge, adequate time should always be [...]