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Sales and Marketing > Sales Management > Enhancing Selling Effectiveness > Planning and Targeting > Planning to Build Sales Efficiency
Planning to Build Sales Efficiency Research

Developing Managed Care Pull-Through Excellence 
Non-members: Click here to review a complimentary excerpt from "Developing Managed Care Pull-Through Excellence" Study Overview In today's pharmaceutical marketplace, companies not only have to fight to win product placement on Managed Care formularies but also to "pull through" the business and increase market share after a formulary win... (ID 5052)
Companies Profiled: Abbott Laboratories, Alcon, Allergan, AstraZeneca, more ...
Price: $5200.00   Free Excerpt Available
Managing Quality to Drive Growth: Meeting Proceedings 
Non-members: Click here to download a complimentary excerpt of "Managing Quality to Drive Growth: Meeting Proceedings" OVERVIEW Applying lessons learned from Six Sigma and Lean deployments in manufacturing to areas that drive corporate growth, such as sales, marketing and new product development, is the current hurdle for companies looking to stimulate organic growth... (ID 4982)
Companies Profiled: Boeing, BP Amoco, CenterPoint Energy, LifeScan, more ...
Price: $750.00   Free Excerpt Available
Medicare Part D: Trends & Opportunities in Long Term Care Sales & Contracting Strategies 
Non-members: to download a complimentary excerpt of this document, please click here... (ID 4942)
Companies Profiled: Amgen, Upsher-Smith, Talecris, Sepracor, more ...
Price: $2162.00
Pharmaceutical Sales Force Effectiveness: Identifying Key Decision Makers and Interaction Tactics for the U.S. Hospital Marketplace 
Non-members: Click here to sign-up for a complimentary excerpt of "Pharmaceutical Sales Force Effectiveness: Identifying Key Decision Makers and Interaction Tactics for the U... (ID 4908)
Companies Profiled: GlaxoSmithKline, Lundbeck, Abbott Johnson&Johnson, Covidien, more ...
Price: $2370.00   Free Excerpt Available
Key Factors in Managing Pharmaceutical Sales Data Inquiries 
Inquiries from sales representatives are a management issue at any company... (ID 4456)
Companies Profiled: Eli Lilly, GlaxoSmithKline , Janssen, Novartis, more ...
Price: $361.95
Fine-Tune Your Target Lists Using Local Market Sales Information and Other Sources of Territory Intelligence 
Best practitioner sales reps don’t rely on standard market sales data alone to identify their target customers and to understand sales trends within their territories... (ID 1122)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95
Employ Customer Profiling and Segmentation Techniques to Refine Traditional Volume Targeting Information. 
Best practitioner sales reps (and top sales forces in other industries) continuously refine their initial home-office generated target lists using various customer profiling and segmentation techniques... (ID 1114)
Companies Profiled: Pfizer, Fingerhut, AstraZeneca, Pitney Bowes, more ...
Price: $22.95

 


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