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Sales and Marketing > Sales Management > Designing Sales Force > Sales Objectives and Strategies
Sales Objectives and Strategies Research

Current Trends & Future Direction of the District Sales Manager Role 
Non-members: Click here for a complimentary excerpt of “Current Trends & Future Direction of the District Sales Manager Role” Study Overview The District Sales Manager is the acknowledged cornerstone of pharmaceutical sales force effectiveness and high performance... (ID 5017)
Companies Profiled: Abbott Laboratories, Wyeth Pharmaceuticals, Sanofi-aventis, Merck, more ...
Price: $2650.00   Free Excerpt Available
Cross-Industry Field Sales Force Effectiveness: Recruitment, Hiring and Compensation Benchmarks 
Non-members: Click here to sign-up for a complimentary tour of "Cross-Industry Field Sales Force Effectiveness: Recruitment, Hiring and Compensation Benchmarks" STUDY OVERVIEW As product and service differentiation becomes more difficult to achieve in the dynamic global marketplace, effective sales channels that provide direct access to business-to-business customers are becoming more strategically important... (ID 4936)
Companies Profiled: AAA, Abbott, Allergan, Ayurvet, more ...
Price: $1545.00
Engineering Sales Leads with Non-traditional Sales Forces 
Study Overview Companies are beginning to realize the untapped potential in generating sales leads though their remote workforce... (ID 4811)
Companies Profiled: Abu Dhabi Islamic Bank, British Telecom, Verizon, ADC, more ...
Price: $1050.00
Management of a Dual Sales Force in a Pharmaceutical Co-Promotion Effort 
Study Overview The successful management of sales teams from two different organizations during a co-promotion effort is a vital yet challenging component to the increased sales and greater returns for both companies... (ID 4667)
Companies Profiled: Abbott, Sanofi-aventis, Daiichi Pharmaceutical Co., AstraZeneca, more ...
Price: $2108.95
Increasing Sales Productivity Through Superior Sales Force Performance Management 
To view a study excerpt of this benchmarking effort, please click here: Study Excerpt: Superior Sales Force Performance Management The excerpt contains one section of the study: Adjusting for Sales Force Evolution and Lifecycle... (ID 4420)
Companies Profiled: Merck, Wyeth, TEAMM Pharmaceuticals, Novartis, more ...
Price: $1891.00
Managing Pharmaceutical Sales Force Incentives for High Performance 
This 15-slide PowerPoint presentation lays out the latest trends and thinking on whether to cap or uncap incentive pay from six leading global pharmaceutical companies... (ID 4405)
Companies Profiled: AstraZeneca, Roche, Pfizer, Merck, more ...
Price: $1094.95
Coordinating People, Resources and Activities for Sales Team Effectiveness 
This 95-slide presentation details the insights gathered from field research conducted with executives from nine leading U... (ID 4320)
Companies Profiled: Pfizer, Sanofi-aventis, Novartis, AstraZeneca, more ...
Price: $1499.00
Global Sales Management Philosophies: Purpose, Potential, Performance 
This 20-slide PowerPoint document examines the development, communication and reinforcement of shared management philosophies to enhance sales force effectiveness across country operations... (ID 4319)
Companies Profiled: Sankyo, Merck, Pharmacia, AstraZeneca, more ...
Price: $832.00

 


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