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Sales and Marketing > Sales Management > Managing Sales Force > Training and Development
Training and Development Research

Trends and Future Directions for The High Performing District Sales Manager: A Comparative View From 2007 and 2009 
Non-members: Click here to review a complimentary excerpt from "Trends and Future Directions for The High Performing District Sales Manager: A Comparative View from 2007 and 2009" STUDY OVERVIEW The role of the District Sales Manager is in the midst of change, as market forces continue to reshape the pharmaceutical sales model and impact reps' strategies and tactics... (ID 5062)
Companies Profiled: Actelion, ConvaTec, Abbott, Meda Pharmaceuticals, more ...
Price: $6500.00   Free Excerpt Available
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
The Critical Role of Learning, Training & Development and District Manager Skills & Competencies 
Non-members: Click here for a complimentary excerpt of Critical Role of Learning, Training & Development and District Manager Skills & Competencies Study Overview The District Sales Manager is the acknowledged cornerstone of pharmaceutical sales force effectiveness and high performance... (ID 5018)
Companies Profiled: Abbott Laboratories, Merck, Wyeth Pharmaceuticals, Watson Pharmaceuticals, more ...
Price: $1500.00   Free Excerpt Available
Evolution of the District Sales Manager Role 
Non-members: Click here for a complimentary excerpt of Evolution 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 5016)
Companies Profiled: Wyeth Pharmaceuticals, Watson Pharmaceuticals, Abbott Laboratories, MedPointe, more ...
Price: $2650.00   Free Excerpt Available
How IT Functions Support Sales Force Communications (Pharma-Focused) 
Non-members: Click here to sign-up for a complimentary tour of "How IT Functions Support Sales Force Communications (Pharma-Focused)" STUDY OVERVIEW It's common for sales reps and district managers in the pharma industry to find their email and voice mail boxes filled with internal communications... (ID 4971)
Companies Profiled: Allergan, Genentech, Eli Lilly, Janssen, more ...
Price: $1476.00
Corporate's Role in Training & Supporting Effective Sales Reps Communications 
Non-members: Click here to sign-up for a complimentary tour of "Corporate's Role in Training & Supporting Effective Sales Reps Communications" STUDY OVERVIEW Sales force representatives in many industries, and particularly those with large sales force sizes like the pharma industry, experience a constant flow of internal communication that - when redundant or poorly prioritized - can undermine their productivity... (ID 4970)
Companies Profiled: Allergan, Purdue Pharma, Genentech, Eli Lilly, more ...
Price: $1362.00
Sales Management Leadership Development Programs: Structuring for Success 
Non-members: for a complimentary excerpt featuring this document, please click here... (ID 4938)
Companies Profiled: AIG VALIC, Siemens, Sanofi-aventis, GE Money, more ...
Price: $2042.00   Free Excerpt Available
Cross-Industry Field Sales Force Effectiveness: Training Benchmarks 
Non-members: Click here to sign-up for a complimentary tour of "Cross-Industry Field Sales Force Effectiveness: Training 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 4930)
Companies Profiled: AAA, Abbott, Allergan, Ayurvet, more ...
Price: $1345.00
Pharmaceutical New Rep Sales Training: Best Practices and Priorities 
Non-members: Click here to sign-up for a complimentary tour of "Pharmaceutical New Rep Sales Training: Best Practices and Priorities" STUDY OVERVIEW A training program's effectiveness during a pharmaceutical sales representative's critical first year drives a company's future top line growth... (ID 4920)
Companies Profiled: Merck, Sanofi-aventis, Roche, Fournier Pharmaceutical, more ...
Price: $1694.00
Meeting Pharmaceutical Sales Rep Training Needs 
Non-members: Click here to sign-up for a complimentary tour of "Meeting Pharmaceutical Sales Rep Training Needs" STUDY OVERVIEW The effectiveness of pharmaceutical sales training during a representative's critical first year on the job dictates the future success of the employee, affects the rate of sales force turnover and directly impacts corporate revenue... (ID 4919)
Companies Profiled: Merck, Sanofi-aventis, Roche, Fournier Pharmaceutical, more ...
Price: $2436.00
Pharmaceutical Sales Training Delivery 
Non-members: Click here to sign-up for a complimentary tour of "Pharmaceutical Sales Training Delivery" STUDY OVERVIEW In today's highly competitive pharma sales marketplace, reps have more technical information to share and stiffer competition for doctors' time, it is particularly important to train reps quickly and effectively... (ID 4918)
Companies Profiled: Merck, Novartis, Sanofi-aventis, Roche, more ...
Price: $1694.00
Pharmaceutical Sales Force Effectiveness: Alignment, Structure and Support to Serve the U.S. Hospital Marketplace 
Non-members: Click here to see a complimentary overview of "Pharmaceutical Sales Force Effectiveness: Alignment, Structure and Support to Serve the U... (ID 4909)
Companies Profiled: Lundbeck, Fresenius Medical Services, North America, Boehringer Ingelheim, more ...
Price: $2700.00   Free Excerpt Available
Optimizing Sales Training Resources for First-Year Pharma Reps 
Study Overview: Given the diversity and complexity of the medical subject matter, lower training budgets, and the limited amount of time (often only 30-90 seconds) in which pharma reps can impart their messages with doctors, bringing new reps up to full productivity is a huge challenge for pharma sales training leaders... (ID 4882)
Companies Profiled: Abbott Laboratories, Amylin, AstraZeneca Pharmaceuticals, Bayer, more ...
Price: $3206.00
Managing Service-To-Sales Conversions in Call Centers: Training 
Non-members: Click here to sign-up for a complimentary tour of "Managing Service-To-Sales Conversions in Call Centers: Training" Study Overview: As inbound and outbound call center executives and managers transform their call centers into service and sales channels, they must design and implement cross-channel training curricula and programs that integrate the skills and behaviors required by both channels... (ID 4855)
Companies Profiled: Intuit, Fleet Bank, Vodafone, UMB, more ...
Price: $1489.89
Design and Administration of Sales Training Programs 
NonMembers: To download the complimentary study excerpt of "Design and Administration of Sales Training Programs", click on the following link: http://www3... (ID 4849)
Companies Profiled: 3M, Novartis, General Mills, PLIVA Pharmaceuticals, more ...
Price: $1195.00
Benchmarking Sales Performance Management Structures 
Non-members: Click here to sign-up for a complimentary tour of "Benchmarking Sales Performance Management Structures" Study Overview Companies across industries are continuously challenged with optimizing the productivity of their sales force... (ID 4821)
Companies Profiled: Abbott, Pfizer, Bristol-Myers Squibb, LifeScan, more ...
Price: $894.00
Leveraging Integrated Marketing to Drive Sales: Meeting Proceedings 
Non-Members: To download the complimentary excerpt of "Leveraging Integrated Marketing to Drive Sales," click on the following link: http://www3... (ID 4808)
Companies Profiled: Xerox, Best Practices LLC, Longwoods International, Teradata, more ...
Price: $829.00
Managing Sales Training to Accelerate Speed to Productivity 
Study Overview Though effective sales training is a valuable investment, it is being cut back out of economic necessity... (ID 4732)
Companies Profiled: Abbott Laboratories, Allergan, ALTANA Pharmaceuticals, Anthem, more ...
Price: $2495.00
Sales Force Operations: Aligning Structure, Leadership, Activities & Analysis for Sales Productivity 
This 29-page presentation gathers insights from executives at nine leading U... (ID 4321)
Companies Profiled: Pfizer, Sanofi-aventis, GlaxoSmithKline , Merck, more ...
Price: $834.95
Optimizing Pharmaceutical Sales Force Training 
This document is a presentation of the best practices in optimizing the deployment and utilization of field-based trainers in pharmaceutical sales forces... (ID 4295)
Companies Profiled: Abbott Laboratories, Avis, Janssen, Eli Lilly and Company, more ...
Price: $249.95
Wholesaling Strategy: Managing Reseller Relationships 
Segment customers based on account attributes, but remain flexible in delivering customized and personalized attention... (ID 3706)
Companies Profiled: Southern Company
Price: $9.95

 


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