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Metric-Based Presentations

These online survey-based studies are ideal for learning what other companies are doing, how they measure what they do, what resources they devote to activities, what they find effective, and other insights. These are useful for doing a gap analysis.

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Effectiveness of Pharmaceutical Lifecycle Management Tactics 
This survey-based benchmarking exchange was designed to understand how companies can extend and optimize the value of pharmaceutical products as they enter the late mature phase of the product life cycle... (ID PSM-214)
Companies Profiled: Abbott Laboratories, Solvay America, Sanofi-Synthelabo Inc., Pfizer, more ...
Price: $1320.00


Retail Banking E-Commerce Excellence: Benchmarking Internet Banking and Online Bill Payment Services This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Non-members: Click here to sign-up for a complimentary tour of "Retail Banking E-Commerce Excellence: Benchmarking Internet Banking and Online Bill Payment Services" Study Overview: To ensure organizational health and competitiveness, leading financial institutions seek to continually identify optimal performance levels for their operations... (ID 4895)
Companies Profiled: Wachovia, Wilmington Trust, US Bank, Credit Union Central of British Columbia, more ...
Price: $2456.00


Capturing Insightful Oncology Analytics: Optimizing the Market Research Organization This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Market research and analytics organizations play a vital role in providing oncology brand teams with the information they need to make better decisions, quicker... (ID 4883)
Companies Profiled: Novartis, Genmab, Human Genome Sciences, Eli Lilly and Company, more ...
Price: $1391.00


"Rightsizing" Administrative Support for Pharma Commercial Operations and Brand Teams This document contains Metrics and Graphics.This document contains Metrics and Graphics.

Overview

At many pharmaceutical and biotechnology companies, ongoing cuts in administrative staff headcount have begun to impact brand and product manager effectiveness... (ID 4875)

Companies Profiled: AstraZeneca, Sanofi-aventis, GlaxoSmithKline, Merck, more ...
Price: $824.00


Sales Force Effectiveness Research Sample 
This document highlights research from four of Best Practices, LLC's Sales Force Effectiveness & Management initiatives... (ID WP-30)
Companies Profiled: GE Consumer Finance, Wells Fargo, Sprint, Intuit, more ...
Price: $0.00


Design and Administration of Sales Training Programs This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
NonMembers: To download the complimentary study excerpt of "Design and Administration of Sales Training Programs", click on the following link: http://www... (ID 4849)
Companies Profiled: 3M, Novartis, General Mills, PLIVA Pharmaceuticals, more ...
Price: $1195.00


Research Excerpt: The Growing Role of Corporate Marketing 
This free document is an excerpt of the findings discussed in document 4702, entitled: "The Growing Role of Corporate Markteting"... (ID 4827)
Companies Profiled: 3M, Pepsi, Caterpillar, Johnson & Johnson
Price: $0.00


Ensuring Drug Security: Effective Tactics To Safeguard Brands This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.
This 66-slide presentation examines how companies organize Brand Security functions to safeguard against unauthorized parallel imports and counterfeit products across business units and geographies... (ID 4825)
Companies Profiled: Allergan, NOSCO Printing Group, Purdue Pharma, Novo Nordisk, more ...
Price: $1192.00


Benchmarking Sales Performance Management Structures This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
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


Organizing for International Product Development and Deployment This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.
Based on a survey of 65 diverse organizations, this 17-slide presentation shows how global companies with multiple business units consistently organize and coordinate new product development activities... (ID 4535)
Companies Profiled: Abbott, Janssen Cilag Pharmaceutical, Bank of Guam, Sage, more ...
Price: $604.95


Leveraging Integrated Marketing to Drive Sales: Meeting Proceedings This document contains Graphics and a detailed Process Map.This document contains Graphics and a detailed Process Map.
Non-Members: To download the complimentary excerpt of "Leveraging Integrated Marketing to Drive Sales," click on the following link: http://www... (ID 4808)
Companies Profiled: Xerox, Best Practices LLC, Longwoods International, Teradata, more ...
Price: $829.00


Competitive Intelligence Research Bundle This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.
Non-Members: To download a complimentary excerpt of this research bundle, please click here... (ID 4802)
Companies Profiled: Abbott Laboratories, 3M Company, Amgen, AstraZeneca, more ...
Price: $2113.00


Timing, Structuring and Staffing for Drug Delivery System Development This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Study Overview As there are more me-too drugs crowding the marketplace, it is becoming critical to differentiate products through new formulations and delivery methods... (ID 4782)
Companies Profiled: Amgen, Vital Therapies, Bayer, Theratechnologies, more ...
Price: $795.00


Field-Based Medical Specialists: Gaining Access and Forging Relationships with Key Opinion Leaders -- Outdated Version DO NOT USE This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Study Overview Competition for the time and attention of key opinion leaders and thought leaders is intensifying... (ID 4780)
Companies Profiled: Abbott, AstraZeneca, Axcan Pharma, Boehringer-Ingelheim, more ...
Price: $1100.00


Effectiveness of Pharmaceutical Lifecycle Management Tactics This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.
Study Overview This survey-based benchmarking exchange was designed to understand how companies can extend and optimize the value of pharmaceutical products as they enter the late mature phase of the product life cycle... (ID 4864)
Companies Profiled: Abbott Laboratories, Solvay America, Sanofi-Synthelabo Inc., Pfizer, more ...
Price: $1320.00


Speaker Training: Driving Program Impact & Influence This document contains Metrics.
Study Overview Successfully training speakers can dramatically impact brand recognition, product uptake and treatment awareness... (ID 4760)
Companies Profiled: 3M Pharmaceuticals, Abbott Laboratories, Alcon Laboratories, AstraZeneca, more ...
Price: $999.95


Integrated Corporate Marketing Structure This document contains Graphics.
Study Overview Corporations must completely integrate its marketing processes in order to fully realize its growth potential and profitability... (ID 4730)
Companies Profiled: Ford Motor Company, Pepsi, DuPont, SAS Institute, more ...
Price: $2696.00


Outsourcing Trends for I.T. Services Supporting Pharma Sales & Marketing This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
Study Overview Across industries outsourcing has become one of the strongest tools to streamline business processes and focus company resources on core competencies... (ID 4727)
Companies Profiled: Sanofi-aventis, Bayer Healthcare, Abbott Laboratories, Bristol-Myers Squibb, more ...
Price: $1794.00


Effective Corporate Marketing Processes and Activities This document contains Graphics.
Study Overview As corporations transform from decidedly product-driven organizations into market-driven organizations, and become more dependent on the accomplishment of marketing initiatives, the search for winning marketing strategies is imperative... (ID 4703)
Companies Profiled: Ford Motor Company, Pepsi, DuPont, SAS Institute, more ...
Price: $1225.00


The Growing Role of Corporate Marketing This document contains Graphics.
To download a free excerpt of some of the findings in this document click here: http://www... (ID 4702)
Companies Profiled: Ford Motor Company, Pepsi, DuPont, SAS Institute, more ...
Price: $1619.00


Critical Success Factors in Corporate Marketing This document contains Graphics and a detailed Process Map.This document contains Graphics and a detailed Process Map.
Study Overview To ensure future growth and profitability, companies are trying to strengthen and revitalize their brand images, refocus sales forces and streamline marketing processes... (ID 4701)
Companies Profiled: Ford Motor Company, Pepsi, DuPont, SAS Institute, more ...
Price: $539.00


Providing Support and Communication for Field-Based Medical Specialists This document contains a detailed Process Map.
Study Overview Given the relatively small size and wide dispersion of the field-based medical force, three factors are critically important: 1)Program organization and coordination with other departments 2)Support staff and administration 3)Communication tools, particularly usage of the internet and other electronic communication Pharmaceutical companies can use this detailed individual review of each key factor to create a supportive infrastructure, allowing for effective inter-departmental communication to enhance specialist's productivity... (ID 4698)
Companies Profiled: AstraZeneca, Sanofi-aventis, Merck, Schering-Plough, more ...
Price: $250.00


Oncology Marketing: Using Web Sites to Build Brand Equity and Loyalty This document contains Metrics and Graphics.This document contains Metrics and Graphics.

Study Overview

With easy access to information on the Internet, more people than ever are taking the responsibility of researching their own disease treatment options -- especially with such life-threatening illnesses as cancer... (ID 5375)

Companies Profiled: Abbott Laboratories, CTI Molecular Imaging, Genentech, Myriad, more ...
Price: $1185.00


Safeguarding Against Counterfeit Products: Developing the Pharmaceutical Brand Security Function This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Study Overview This survey-based benchmarking exchange was designed to understand how brand security functionss are organized and resourced to effectively safeguard against counterfeit products across business units and geographies... (ID 4694)
Companies Profiled: 3M Pharmaceuticals, Sanofi-aventis, Abbott Laboratories, Merck, more ...
Price: $796.95


Marketing Excellence Training Programs This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Study Overview In the Pharmaceutical Industry, marketing excellence is often the lifeblood of a drug's success... (ID 4695)
Companies Profiled: Pfizer Animal Health, Abbott Laboratories, Alcon, Amgen, more ...
Price: $865.95


Benchmarks for the Pharmaceutical Market Research Function This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
Study Overview Pharmaceutical market research, commercial analysis and business research departments struggle to find the right balance between centralization across and within countries and decentralized or independent local control in both the funding sources and focus of the department... (ID 4686)
Companies Profiled: Abbott Laboratories, Eli Lilly and Company, AstraZeneca Pharmaceuticals, 3M Pharmaceuticals, more ...
Price: $801.00


Commercializing New Products, Allocating Resources, and Managing the Product Life Cycle This document contains Graphics.

Study Overview

Top companies find that developing yearly business plans for all products in the development pipeline allow companies to budget all resources, thereby reducing waste and idle resources... (ID 5374)

Companies Profiled: Eli Lilly, Pfizer, Amgen, Janssen
Price: $1278.95


Identifying and Evaluating Potential Products in Driving Growth through New Product Planning and Strategic Alliances This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Study Overview Knowing how to most effectively identify and evaluate potential products and how to establish decision goals for products to ensure efficiency and accountability is a necessity for any pharmaceutical company... (ID 4681)
Companies Profiled: Eli Lilly, Pfizer, Amgen, Janssen
Price: $1348.95


Human Resources in Driving Growth through New Product Planning and Strategic Alliances This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Study Overview This document reviews human resources management in the pharmaceutical industry, showing companies how to best recruit and select, train and develop new employees... (ID 4680)
Companies Profiled: Eli Lilly, Pfizer, Amgen, Janssen
Price: $1014.95


Building Stronger Strategic Alliances for New Pharmaceutical Product Planning 
Study Overview This document helps pharmaceutical companies identify alliance opportunities that minimize problems in transition and maximize long-term benefits... (ID 4679)
Companies Profiled: Eli Lilly, Pfizer, Amgen, Janssen
Price: $545.95


Fostering Cross-Functional Portfolio Management 
Study Overview While top-performing pharmaceutical companies recognize that innovative drug discovery depends upon a deep understanding of market needs and the research skill of top scientists working with state-of-the-art technologies, most companies commonly struggle with the decision to commit resources to a product that may or may not make it past the next phase... (ID 4678)
Companies Profiled: Eli Lilly, Pfizer, Amgen, Janssen
Price: $991.95


Structuring New Product Planning and Strategic Alliance Teams This document contains Graphics and a detailed Process Map.This document contains Graphics and a detailed Process Map.
Study Overview New product planning and strategic alliance teams are important for the overall health of the company... (ID 4677)
Companies Profiled: Eli Lilly, Pfizer, Amgen, Janssen
Price: $669.95


Key Factors in Driving Growth through New Product Planning and Strategic Alliances This document contains Graphics.
Study Overview To ensure high performance, drive overall growth and allocate resources optimally, pharmaceutical partners need a deeper understanding of how leading companies best structure and manage new product planning and strategic alliance processes... (ID 4676)
Companies Profiled: Eli Lilly, Pfizer, Amgen, Janssen
Price: $389.95


Recruiting and Training Employees for Professional and Advocacy Relations This document contains Graphics.
As the number, size and sophistication of professional and patient advocacy groups increase, successful pharmaceutical companies will need to develop methods to prioritize requests from multiple external groups... (ID 4263)
Companies Profiled: Abbott Laboratories, AstraZeneca, Bristol-Myers Squibb, Eli Lilly, more ...
Price: $430.95


Managing The Pharmaceutical In-Licensing Process This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.
Study Overview Research indicates that support staff and organized processes are often insufficient to manage the array of activities required to effectively step through the in-licensing process... (ID 4674)
Companies Profiled: AstraZeneca, Sanofi-aventis, Fujisawa, Boehringer-Ingelheim, more ...
Price: $834.95


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


Keys to Marketing Management in Pharmaceutical Co-Promotions 
Study Overview An effective marketing strategy in a pharmaceutical co-promotion effort lays the foundation for the successful sales of a product... (ID 4668)
Companies Profiled: Abbott, Sanofi-aventis, Daiichi Pharmaceutical Co., AstraZeneca, more ...
Price: $687.95


The Management of Partner Relationships in a Pharmaceutical Co-Promotion Effort 
Study Overview Without a well-managed relationship between partners, co-promotion efforts in the pharmaceutical industry are bound to fail... (ID 4669)
Companies Profiled: Abbott, Sanofi-aventis, Daiichi Pharmaceutical Co., AstraZeneca, more ...
Price: $1734.95


Creating the Infrastructure of a Co-Promotion Effort: Developing a Working Relationship 
Study Overview Many companies in the pharmaceutical industry do not take the necessary steps towards working with one another and identifying each company’s role when involved in a co-promotion effort, often leading to a failed effort... (ID 4685)
Companies Profiled: Abbott, Sanofi-aventis, Daiichi Pharmaceutical Co., AstraZeneca, more ...
Price: $1044.95


Choosing Desirable Co-Promotion Partners: The Foundation of A Successful Alliance 
Study Overview Choosing compatible partner companies and working with them in a cooperative manner creates a sound base for a successful co-promotion effort, leading to increased sales and mutual benefit for all companies involved... (ID 4684)
Companies Profiled: Abbott, Sanofi-aventis, Daiichi Pharmaceutical Co., AstraZeneca, more ...
Price: $1364.95


Key Factors in Conducting Successful Co-Promotions 
Study Overview The ability of two companies to integrate themselves into a working alliance ultimately drives the success of a co-promotion effort... (ID 4683)
Companies Profiled: Abbott, Sanofi-aventis, Daiichi Pharmaceutical Co., AstraZeneca, more ...
Price: $430.95


Best Practices in Pharmaceutical Alliances and Co-Promotions 
Improve the quality and efficiency of sales partnerships by excelling in the vital practices of co-promotions... (ID SM-117)
Companies Profiled: A Leading Financial Services Firm, A Leading Marketing Firm, A Leading Pharmaceutical Company, A Leading Pharmaceutical Firm, more ...
Price: $4952.00


Pharma Sales and Marketing Technology Trends This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
Study Overview Based on a survey of eight pharmaceutical organizations, this 25-slide presentation identifies trends in the use of pharmaceutical sales and marketing technologies... (ID 4575)
Companies Profiled: Abbott Laboratories, UCB Pharma, Boehringer-Ingelheim, Eli Lilly and Company, more ...
Price: $603.95


Global Trends in E-detailing This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
Study Overview Based on a survey of nine pharmaceutical organizations, this 17-slide presentation measures the type and prevalence of e-detailing activities and programs in Europe, Asia and the United States... (ID 4574)
Companies Profiled: AstraZeneca, Axcan Pharma, Janssen Cilag Pharmaceutical, Datapharm, more ...
Price: $299.95


Benchmarks for Excellence in Specialty Pharmaceutical Product Marketing This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
Based on a survey of 28 pharmaceutical organizations, this 30-slide presentation identifies how specialty pharmaceutical product marketers effectively allocate their program resources among various marketing activities and budget categories... (ID 4566)
Companies Profiled: Abbott, Stiefel, Allergan, Altus Biologics, more ...
Price: $1500.00


Developing Global Trademarks: Benchmarking Strategy & Process This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Based on a survey and executive interviews with 13 market leaders, this 40-slide study identifies differences in strategies and processes used to develop global trademarks... (ID 4557)
Companies Profiled: 3M Pharmaceuticals, Sanofi-aventis, Endo Pharmaceuticals, Genzyme, more ...
Price: $995.95


Patient Advocacy & Professional Relations Research Bundle This document contains Metrics and Graphics.This document contains Metrics and Graphics.
A comprehensive introduction to the value that strong relationships with patient advocacy groups bring to pharmaceutical companies... (ID 4552)
Companies Profiled: A Leading Pharmaceutical Company, Sanofi-aventis, Abbott Laboratories, AstraZeneca, more ...
Price: $1992.00


SAMPLE: Corporate University Excellence: Creating a Robust and Flexible Workforce 
Best Practices, LLC undertook this study to uncover the best-in-class practices of companies who create more capable and flexible employees through corporate universities... (ID BEB-02)
Companies Profiled: Accenture, Tennessee Valley Authority, Thomson, Blue Cross and Blue Shield of North Carolina, more ...
Price: $0.00


Case Studies of Pharmaceutical Megabrands 
This 38-page document includes 16 case studies on the success of various pharmaceutical products that have been launched in the last few years... (ID 4516)
Companies Profiled: GlaxoSmithKline, Sanofi-aventis, Eli Lilly, Ortho Biotech, more ...
Price: $299.95


Best Practices in Sales Recognition Programs This document contains Metrics and Graphics.This document contains Metrics and Graphics.
This 19-slide presentation evaluates 84 companies on the prevalence and mixture of tangible and intangible rewards used in sales recognition programs... (ID 4518)
Companies Profiled: Nike, Sanofi-aventis, Organon, DSM, more ...
Price: $574.95


Servicing Internal Customers: Using IVRS to Provide Service-to-Sales Representatives This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
This 18-slide presentation examines the use of IVRS to provide service to sales representatives... (ID 4506)
Companies Profiled: Bank One, AIG VALIC, MetLife, Ameritrade, more ...
Price: $603.95


Analyzing Potential Market Segments & Identifying Leads This document contains Metrics and Graphics.This document contains Metrics and Graphics.
This 22-slide presentation examines methods to effectively research potential market segments... (ID 4505)
Companies Profiled: Blackbaud, ALTA, Celerity - Unit Instruments, Axceleon, more ...
Price: $603.95


Benchmarking Effective Pricing Strategies This document contains Metrics and Graphics.This document contains Metrics and Graphics.
This 18-slide presentation examines the different factors that are used in developing an effective pricing strategy... (ID 4504)
Companies Profiled: Bank of America, Johnson & Johsnon - Egypt, Blue Cross and Blue Shield of North Carolina, Merck Sharp & Dohme (MSD) China, more ...
Price: $824.95


Marketing Communications: Optimal Resources for Superior Performance This document contains Metrics and Graphics.This document contains Metrics and Graphics.
This 20-slide presentation analyzes the optimal resources needed for superior performance in marketing communications... (ID 4503)
Companies Profiled: BT Group, AMD, Ingram Micro Canada, Canon USA - Semiconductor Division, more ...
Price: $604.95


Global Branding: Achieving Consistent Brand Identity & Messaging This document contains Metrics and Graphics.This document contains Metrics and Graphics.
This 25-page document focuses on the latest thinking of several pharmaceutical and consumer product companies on the most effective methods of governing consistent brand identities... (ID 4517)
Companies Profiled: AMD, Sanofi-aventis, BASF India Ltd, Standard & Poor's, more ...
Price: $834.95


Genetics Trends: Expert Insights and Lessons Learned 
This 21-slide presentation presents results of qualitative interviews with experts from the DNA technology field who make predictions for the next 10 years... (ID 4511)
Companies Profiled: ATP, Johns Hopkins, Cal Tech, Stanford University, more ...
Price: $574.95


DNA Technology Lab Profiles 
This 21-page presentation profiles 20 of the top DNA technology labs... (ID 4512)
Companies Profiled: Canjii, Boehringer-Ingelheim, ATP, Affymetrix, more ...
Price: $299.95


Trademarks & Brand Strategy: Building Brand Success Research Bundle This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
Recent research studies by Federal Accounting Standards Board (FASB) and other organizations show that strong brands create shareholder value... (ID 4509)
Companies Profiled: AstraZeneca, Aventis, Eli Lilly, GlaxoSmithKline, more ...
Price: $1596.95


Genetics Technologies and Productivity Benchmarking 
Help your organization gain an optimum market position to take advantage of emerging Genetics Technologies... (ID SM-118)
Companies Profiled: Affymetrix, Boehringer Ingelheim, Human Genome Sciences, over 40 companies profiled, more ...
Price: $1000.00


Report Summary -- Genetics Technologies and Productivity Benchmarking 
... (ID SM-118A)
Companies Profiled: Affymetrix, Boehringer Ingelheim, Human Genome Sciences, over 40 companies profiled, more ...
Price: $0.00


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


Managing Field Pharmaceutical Sales Data Inquiries This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Inquiries coming in from sales representatives are a management issue at any company... (ID 4458)
Companies Profiled: Eli Lilly, Pharmacia (now Pfizer), Janssen, GlaxoSmithKline, more ...
Price: $1658.95


Building Field Confidence in Pharmaceutical Sales Data This document contains Graphics.
Research shows that while data problems may affect the perception of data quality by field representatives and management, not all data problems are data quality problems... (ID 4445)
Companies Profiled: Eli Lilly, GlaxoSmithKline, Janssen, Novartis, more ...
Price: $1024.95


Managing A Sales Force Expansion 
Get insights on sales force expansion tactics gathered through interviews with executives at nine top pharmaceutical companies... (ID PSM-208)
Price: $795.00


Benchmarks for the Pharmaceutical Market Research Function 
Better understand how leading pharmaceutical companies organize, staff, fund and focus their market research departments for maximum effectiveness... (ID PSM-201)
Companies Profiled: Abbott Laboratories, Merck, AstraZeneca Pharmaceuticals, Eli Lilly and Company, more ...
Price: $961.00


Focusing The Field: Best Practices in Managing Pharmaceutical Sales Data Inquiries 
Better manage sales data and their resulting inquiries to streamline sales operations and to build and retain a high level of morale... (ID SM-168)
Companies Profiled: Eli Lilly, GlaxoSmithKline, Janssen, Novartis, more ...
Price: $1930.00


Report Summary -- Focusing The Field: Best Practices in Managing Pharmaceutical Sales Data Inquiries 
... (ID SM-168A)
Companies Profiled: Eli Lilly, GlaxoSmithKline, Janssen, Novartis, more ...
Price: $0.00


Marketing to Multicultural Physicians This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
This 18-page document, based on in-depth interviews with six leading pharmaceutical companies, investigates how top pharma companies market to and build relationships with U... (ID 4425)
Companies Profiled: Sanofi-aventis, Roche, Pfizer, Eli Lilly
Price: $824.95


Sampling Injectable Drugs: Roche Case Study 
This four-page case study examines Roche’s use of sampling injectables during an aggressive marketing campaign for the launch of its Hepatitis C therapy, Pegasys... (ID 4426)
Companies Profiled: Roche
Price: $299.95


Managing Pharmaceutical Sales Force Incentives for High Performance This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
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


Pharmacy Relations Best Practices: Bolstering Relationships This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
Today's pharmaceutical companies recognize the importance of developing profitable and sustainable relationships with pharmacy professionals... (ID 4412)
Companies Profiled: Amgen, AstraZeneca, Baxter Healthcare, GlaxoSmithKline, more ...
Price: $1124.00


Pharmaceutical Customer Service and Branding This document contains a detailed Process Map.
A deeper understanding of how world-class organizations manage and integrate their communications and service delivery capabilities is needed to satisfy diverse and evolving customer needs... (ID 4372)
Companies Profiled: American Express, USAA, T. Rowe Price, Schering-Plough, more ...
Price: $344.95


Creating Healthcare Brand Loyalty over the Internet This document contains Graphics.
This report explores in detail how several top-performing healthcare companies create and foster brand loyalty over the Internet... (ID 4368)
Companies Profiled: Kaiser Permanente, Pfizer, Merck, Aetna, more ...
Price: $378.95


Structuring Marketing Career Paths to Develop, Retain and Satisfy Employees This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.
Leading companies seek to establish a robust career path for Marketing to drive retention and career satisfaction among marketing employees... (ID 4337)
Companies Profiled: AstraZeneca, GlaxoSmithKline, Eli Lilly
Price: $1049.95


Sales Force Automation Management: SFA Vendor Management Models (Presentation) This document contains Graphics and a detailed Process Map.This document contains Graphics and a detailed Process Map.
This 18-page presentation compares sales force automation system and management options, managing IT projects through vendors compared with inhouse management, aligning sales force automation with business requirements, and prioritizing and focusing IT projects... (ID 4329)
Companies Profiled: Pfizer, 3M, GlaxoSmithKline, VALIC, more ...
Price: $653.95


Sales Force Automation: SFA and CRM Vendor Management Models (Presentation) This document contains Graphics.
This 18-page presentation compares three approaches to sales force automation solution and system management... (ID 4330)
Companies Profiled: Pfizer, 3M, Hewlett-Packard, GlaxoSmithKline, more ...
Price: $653.95


Managing A Sales Force Expansion: Targeting & Routing This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.This document contains Metrics, Graphics, a detailed Process Map and a practice summary Matrix.
This 88-page presentation covers best practices in targeting and routing sales reps throughout territories and individual sales calls during a sales expansion... (ID 4328)
Companies Profiled: Sanofi-aventis, Pfizer, AstraZeneca, Bristol-Myers Squibb, more ...
Price: $1494.95


Managing A Sales Force Expansion This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.This document contains Metrics, Graphics and a detailed Process Map.
This 24-slide presentation reveals strategies used by nine leading U... (ID 4327)
Companies Profiled: Sanofi-aventis, Pfizer, AstraZeneca, Bristol-Myers Squibb, more ...
Price: $834.95


Respond to Needs of Customers and Sales Representatives in Sales Collateral Design-- Part 1 This document contains Graphics.
Identify consumer responses to sales collateral and develop solutions that satisfy their needs... (ID 3664)
Companies Profiled: Pitney Bowes
Price: $9.95


Using Disease Management Systems to Thwart Generic Competitors: A Case Study This document contains Graphics.
Companies seeking to develop strategies and tactics that enhance the post-patent success of products can learn from products that maintained market share in the face of generic competition... (ID 4244 - OLD)
Companies Profiled: Novartis
Price: $574.95


Medical Publications Staffing: Benchmark Metrics Summary This document contains Metrics and Graphics.This document contains Metrics and Graphics.
This benchmarking study was conducted on behalf of members of Best Practice LLC's Business Excellence Board (BEB)... (ID 4202)
Companies Profiled: Amgen, Sanofi-aventis, AstraZeneca, DuPont Pharmaceuticals, more ...
Price: $44.95


Incentive Compensation in Sales: Aligning People, Performance and Pay 
Consistently achieve sales goals with a well-balanced incentive program that rewards high performers... (ID 4958)
Companies Profiled: Pfizer, Sanofi-aventis, Merck, GlaxoSmithKline, more ...
Price: $1540.00


Pharma Continuing Education Programs Process Maps This document contains Graphics and a detailed Process Map.This document contains Graphics and a detailed Process Map.
Two detailed, color process maps comprise this document... (ID 4117)
Companies Profiled: Leading Pharmaceutical Companies
Price: $29.95


Health Care Education Benchmark Matrix This document contains a practice summary Matrix.
This document includes responses from interviews with executives at six leading pharmaceutical companies... (ID 4118)
Companies Profiled: Leading Pharmaceutical Companies
Price: $25.95


Manage Reseller Relationships: Enhancing Volume and Revenues 
Employ a balanced scorecard approach to measure and increase major customers’ satisfaction... (ID 3727)
Companies Profiled: Dana Commercial Credit, Cisco Systems, Shell Chemical, SBC Communications
Price: $9.95


Manage Reseller Relationships: Communicating with Resellers 
Leverage resellers’ access to detailed customer marketing data to better design products and services... (ID 3725)
Companies Profiled: Safeway, Cyrix, R.J. Reynolds
Price: $9.95


Wholesaling Strategy: Assess and Certify Resellers 
Leverage the contract renewal process to inspect reseller quality and gain reseller feedback... (ID 3713)
Companies Profiled: benchmark partners
Price: $9.95


Wholesaling Strategy: Targeting Key Wholesale Customer Segments This document contains Graphics.
Market targeted services to resellers to exploit bundling synergies... (ID 3718)
Companies Profiled: Verizon Wireless, 3M Company, Visa, Cisco Systems, more ...
Price: $9.95


Wholesaling Strategy:Structuring a Wholesale Channel 
Identify core competencies and develop a wholesaling business plan around them. Duke Energy's strategic plan for the 21st century emphasizes the company’s traditional strength: generating power... (ID 3720)
Companies Profiled: Duke Energy, NextWave Telecom, Lincoln National, UNUMProvident, more ...
Price: $9.95


Wholesaling Strategy: Managing and Coordinating Brands 
Create incentive programs to motivate resellers to align with your corporate goals... (ID 3717)
Companies Profiled: Intel, Cyrix, Cellular Works, Bergen Brunswig, more ...
Price: $9.95


Wholesaling Strategy: Segmenting Customers 
Manage & Coordinate Brands Capitalize on market demand to streamline marketing costs. The first key step in designing a wholesale strategy is to assess the state of the market... (ID 3711)
Companies Profiled: partners
Price: $9.95


Wholesaling Strategy: Standardizing Product Offerings 
Offer a carefully selected menu of services to resellers to increase operating efficiency... (ID 3721)
Companies Profiled: Fleming, Abbott HealthSystems Division, AT&T, Combined Independent Holdings
Price: $9.95


Wholesaling Strategy: Managing Channel Conflict & Cannibalization 
Operate wholesaling initiatives under a separate brand to reduce channel confusion... (ID 3719)
Companies Profiled: Con Edison, Bank of Hawaii, PrimeCo, Lightbridge
Price: $9.95


Manage Reseller Relationships: Fostering the Relationship 
Employ major account representatives to gather and act upon reseller feedback... (ID 3716)
Price: $9.95


Manage Reseller Relationships: Providing Service and Support 
Develop several communication channels to effectively market reseller services... (ID 3715)
Companies Profiled: partners
Price: $9.95


Manage Reseller Relationships: Using Technology to Provide Service This document contains Graphics.
Employ technological "hooks" to foster lasting customer relationships and increase customer retention... (ID 3726)
Companies Profiled: Motorola, Merisel Canada, Visa, Cisco Systems, more ...
Price: $9.95


Top 5 Best Practices in Launching Blockbuster Drugs 
This document contains five top practices in launching blockbuster drugs... (ID 4101)
Companies Profiled: Leading pharmaceutical companies
Price: $25.95


Lessons Learned: Developing and Deploying Integrated Marketing Support 
Successful launches result from performing the right activity – from market research to public relations – at the optimal point in drug development... (ID 3611)
Companies Profiled: Leading Pharmaceutical Companies
Price: $36.95


Consumer Marketing Lessons Learned: Corporate Case Study 4 This document contains Graphics.
Document Description: Company E has operating companies in countries around the world... (ID 3649)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Consumer Marketing Lessons Learned: Corporate Case Study 5 This document contains Graphics.
Document Description: Company C is one of the largest issuers of credit cards in the United States... (ID 3650)
Companies Profiled: A Financial Services Firm
Price: $9.95


Consumer Marketing Lessons Learned: Corporate Case Study 1 This document contains Graphics.
General Description Company D remains one of the world's top makers of prescription drugs, earning billions of dollars each year with products that treat a variety of today’s diseases... (ID 3646)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Consumer Marketing Lessons Learned: Corporate Case Study 6 This document contains Metrics and Graphics.This document contains Metrics and Graphics.
Company F is a leading manufacturer of cars and trucks and spends billions of dollars each year in advertising... (ID 3651)
Companies Profiled: A Top Automobile Manufacturer
Price: $9.95


Creating Buy-In for Marketing Communications Efforts through Database Technology 
Building support for a data warehousing project is a key factor in the effort's overall success... (ID 3690)
Companies Profiled: A Leading Health Care Company
Price: $9.95


Consumer Marketing Lessons Learned: Corporate Case Study 2 This document contains Metrics and Graphics.This document contains Metrics and Graphics.
General Description Company A is one of the leading pharmaceutical manufacturers in the market today... (ID 3647)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


IT Consulting Vendor Services: Benchmark Metrics Presentation This document contains Graphics.
The objective for this benchmarking survey is to uncover trends in the services provided by IT consultant vendors... (ID 4090)
Companies Profiled: 8 IT consulting vendors
Price: $44.95


Meetings & Events Sponsorship: Emerging Trends, Investment Patterns, Key Success Factors This document contains Graphics.
In support of members’ benchmarking efforts, the Business Excellence Board analysts have performed a preliminary benchmark review of emerging trends, investment patterns, and key success drivers for meetings and events sponsorship in the pharmaceutical industry... (ID 4089)
Companies Profiled: Pfizer, Sanofi-aventis, Merck, Bristol-Myers Squibb, more ...
Price: $29.95


Scenario Planning Benchmark Findings This document contains Graphics.
This benchmarking survey was conducted on behalf of pharmaceutical members of the Business Excellence Board, a membership-based benchmarking research solution offered by Best Practices, LLC... (ID 4088)
Companies Profiled: Novartis, Sanofi-aventis, AstraZeneca, GlaxoSmithKline, more ...
Price: $44.95


Invest Resources for Maximum Impact -- Part 1 
Continuously refine sales forecasting tools to optimize marketing resource allocation... (ID 3615)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Provide SFA Maintenance and Support 
Practices in this document include: Developing service level agreements to manage user expectations and ensure quality service at reasonable costs... (ID 3205)
Companies Profiled: Compaq, Pfizer, Iomega
Price: $9.95


Ensuring Doctor Delight in Speaker Programs This document contains Graphics.
Capture customer data in a knowledge management system to provide better service to program speakers and attendees... (ID 3867)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Empowering Corporate Marketing: Building a Customer-Centric Organization 
Revitalize your brand image and refocus sales forces: drive marketing productivity by understanding processes and structures, critical skill sets, technology, and performance measurement... (ID SM-137)
Companies Profiled: 3M, benchmark partners, Caterpillar, DuPont, more ...
Price: $2457.00


Report Summary -- Empowering Corporate Marketing -- Building a Customer-Centric Organization 
... (ID SM-137A)
Companies Profiled: 3M, benchmark partners, Caterpillar, DuPont, more ...
Price: $0.00


DNA Technology-Diagnostics Leadership Rankings: Major Companies (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3878)
Companies Profiled: Over 40 companies profiled
Price: $9.95


DNA-Based Technologies Ten Years From Now -- Scenarios, Part 1 (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3875)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Best Practices in Medicaid Sales 
Medicaid is a unique market, requiring reps and sales managers to have their own plan for selling effectiveness... (ID SM-139)
Industries Profiled: Manufacturing, Medical Device, Pharmaceutical, Financial Services
Price: $2421.00


Detailing with Samples to Add Value 
Optimize sample effectiveness by showing physicians the sample package and location in the sample closet... (ID 3961)
Companies Profiled: a leading pharmaceutical company
Price: $22.95


Distributing Samples Effectively 
Read the sample closet to evaluate sample usage patterns... (ID 3960)
Companies Profiled: a leading pharmaceutical company
Price: $22.95


Pharmaceutical Brand Management: Strengthening the Global Brand 
Focus on customer service and communications in support of global branding initiatives... (ID SM-131)
Companies Profiled: 3M, Aetna, American Express, AT&T UCS, more ...
Price: $2151.00


Allocating Samples to Maximize Revenues -- Free Excerpt This document contains Graphics.
Maximize sample impact by allocating samples to critical customers. Best practitioner reps employ samples as a tool to boost sales... (ID 3959)
Companies Profiled: a leading pharmaceutical company
Price: $0.00


Optimize Your Appointment Schedule 
Practices in this document include: Securing schedule times well in advance to ensure access to hard-to-see buyers and to facilitate better planning... (ID 1141)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Wholesaling Strategy: Maximizing Customer Satisfaction 
Anticipate and proactively meet customer demands. In response to increased customer demand for flexibility, LG&E Energy Marketing has instituted a 24-hour realtime electricity trading operation... (ID 3710)
Companies Profiled: LG&E Energy, other benchmark partners
Price: $9.95


Territory Targeting Techniques & Thought Leader Development 
Practices in this document include: Employing targeting techniques to continuously prioritize customers, time, efforts, samples, and marketing resources... (ID 1111)
Companies Profiled: Wal-Mart, Purdue Frederick
Price: $9.95


Probing for Strategic Information in the Sales Environment 
Best practitioner reps constantly seek information that will give them a competitive advantage... (ID 2326)
Companies Profiled: A leading international pharmaceutical company
Price: $27.95


Managing Sales Collateral Development and Production This document contains Graphics.
Practices in this document include: Developing a fully integrated sales collateral design and production process to reduce cycle time and encourage alignment of the organization... (ID 2333)
Companies Profiled: T. Rowe Price, Pitney Bowes, Cisco Systems, Ritz-Carlton
Price: $22.95


Wholesaling Strategy: Refining the Strategy and Continous Improvement This document contains Graphics.
Focus and refine the wholesale strategy through continuous improvement initiatives... (ID 3709)
Companies Profiled: LG&E Energy, Milliken
Price: $9.95


Performance Management of Healthcare Education Programs 
Practices in this document include: Developing indicators of success that reflect corporate goals... (ID 2790)
Companies Profiled: A major pharmaceutical company
Price: $9.95


Increasing the Effectiveness of Employees in Wholesaling Strategies 
Measure employee performance to support continuous improvement excellence... (ID 3930)
Companies Profiled: LG&E, Milliken
Price: $9.95


Development of Thought Leaders -- Part 1 
Leverage clinical trials for maximum market value. Clinical trials provide an early opportunity to make a strong impression on a drug’s market niche... (ID 3624)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Enabling Collateral Teams for Success This document contains Graphics.
Employ a team structure to ensure that sales collateral departments share knowledge... (ID 3668)
Companies Profiled: T. Rowe Price
Price: $9.95


Development of Thought Leaders -- Part 2 
Develop an integrated process of thought leader development to achieve commercially focused drug development and maximum marketing impact... (ID 3625)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Defining Your Internet Presence Rationale & Objectives 
Articulate a clear and compelling rationale for your Internet presence... (ID 3591)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Use Technology to Design and Deliver Sales Collateral to Maximize Message Impact 
Provide sales representatives with access to sales collateral on a variety of platforms to leverage the advantages of multimedia... (ID 3665)
Companies Profiled: Cisco Systems
Price: $9.95


Align SFA with Business Process and Activities 
Practices in this document include: Developing a clear profile of your sales systems prior to SFA design and implementation... (ID 3198)
Companies Profiled: Valic, Aramark
Price: $9.95


Sales Management: Conquering the Field 
Maximize your sales force's potential by training reps to improve sales tactics and build productive client relationships... (ID SM-133)
Companies Profiled: a leading international pharmaceutical company, A leading international pharmaceutical company, A Leading Pharmaceutical Company, A Leading Pharmaceutical or Health Care Company, more ...
Price: $1975.00


Report Summary -- Best Practices in Pharmaceutical Sales 
... (ID SM-134A)
Companies Profiled: a leading pharmaceutical company
Price: $0.00


Best Practices in Pharmaceutical Sales 
It is a challenging time for sales forces across all industries, especially in the pharma arena... (ID SM-134)
Companies Profiled: AstraZeneca, Merck, GlaxoSmithKline, Federal Express, more ...
Price: $4602.00


Building Advocacy for Health Care Education 
Practices in this document include: Employing a long-term approach to building advocacy... (ID 2791)
Companies Profiled: A major pharmaceutical company
Price: $9.95


Genetics Technologies & Productivity Interviews: Defragment Diagnostics, Gene Expression, Developmental Biology, Model Organisms and Target Selection (1997) 
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3888)
Companies Profiled: Over 40 companies profiled
Price: $9.95


DNA-based Technologies Represent the Future of Diagnostics (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3874)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Genetics Technologies & Productivity Interviews: PCR, DNA Chips and Futuristic Techniques (1997) 
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3887)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Building Corporate Branding through the Internet 
Present the company as a global entity... (ID 3607)
Companies Profiled: Bayer, Genentech, Eli Lilly, Pfizer
Price: $9.95


Locations for Performing Future Diagnostic Tests (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3883)
Companies Profiled: Over 40 companies profiled
Price: $9.95


DNA-Based Technologies Diagnostic Development (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3877)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Genetics Technologies & Productivity Interviews: Early Development, DNA Technology Education, New Generation Scientists, Intellectual Property and Ethics (1997) 
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3889)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Genetics Technologies and Productivity Profiles: Affymetrix, Boehringer Ingelheim, and Human Genome Sciences (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3890)
Companies Profiled: Affymetrix, Boehringer Ingelheim, Human Genome Sciences
Price: $9.95


DNA Technology-Diagnostics Leadership Rankings: Early-Stage Companies (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3879)
Companies Profiled: Over 40 companies profiled
Price: $9.95


DNA Technologies in Treating Diseases (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3881)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Providing Reseller Service & Support--Part 1 This document contains Graphics.
Develop and implement a comprehensive reseller technical support program. Top wholesalers supply resellers with an impressive array of technical support and education services... (ID 3538)
Companies Profiled: Motorola, Merisel Canada, Visa, Cisco Systems, more ...
Price: $9.95


DNA Technology-Diagnostics Leadership Rankings: Academic and Government Labs (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3880)
Companies Profiled: Over 40 companies profiled
Price: $9.95


DNA Technologies in Genetic Disorders and Cancer (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3882)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Managing Outsourced Agencies when Targeting 
Utilize partnerships to effectively target specific consumer groups... (ID 3654)
Companies Profiled: A Leading Advertising Firm
Price: $9.95


SFA Case Studies: Mirror Software, a National Bank, and a NationalSemiconductor 
To view, click and launch the PDF document attached below... (ID 3731)
Companies Profiled: Mirror Software, National Bank, National Semiconductor
Price: $18.95


SFA Vendor Profiles: Siebel Systems, Inc. and Trilogy 
To view, click and launch the PDF document attached below... (ID 3757)
Companies Profiled: Siebel Systems, Trilogy
Price: $18.95


SFA Vendor Profiles: Sales Technologies and Saleskit 
To view, click and launch the PDF document attached below... (ID 3753)
Companies Profiled: Sales Technologies, Sales Kit
Price: $18.95


SFA Vendor Profiles: Starfish Software and and Symantec Corporation 
To view, click and launch the PDF document attached below... (ID 3749)
Companies Profiled: Starfish, Symantec
Price: $18.95


SFA Vendor Profiles: SalesLogix Corporation and SoftAd 
To view, click and launch the PDF document attached below... (ID 3752)
Companies Profiled: Interact Commerce, SoftAd
Price: $18.95


Maximize SFA Utilization 
Practices in this document include: Maintaining simplicity in the SFA system to guarantee utilization... (ID 3206)
Companies Profiled: Novell, Prudential, Iomega
Price: $9.95


SFA Vendor Profiles: PowerCerv Corporation, SaleMaker Corporation, and Saratoga Systems, Inc. 
To view, click and launch the PDF document attached below... (ID 3748)
Companies Profiled: PowerCerv, SaleMaker, Saratoga Systems
Price: $18.95


SFA Case Studies: East Ohio Gas and Hewlett-Packard 
To view, click and launch the PDF document attached below... (ID 3733)
Companies Profiled: East Ohio Gas, Hewlett-Packard
Price: $18.95


Deploy Customized SFA Training 
Practices in this document include: Evaluating the effectiveness of alternative training formats to fit with sales representatives’ learning habits... (ID 3203)
Companies Profiled: Aramark, Chevron, TIAA-CREF, Compaq
Price: $9.95


SFA Case Study: Panasonic 
To view, click and launch the PDF document attached below... (ID 3737)
Companies Profiled: Panasonic
Price: $18.95


Budget & Allocate Resources Efficiently This document contains Graphics.
Practices in this document include: Using a combination of purchase and lease options to reduce up-front costs and to manage “technology swap-out... (ID 3196)
Companies Profiled: Iomega, partners
Price: $9.95


Build Buy-In for SFA Initiatives 
This document looks at methods for creating both management and user buy-in for SFA initiatives... (ID 3195)
Companies Profiled: Compaq, Novell, Sears, Chevron
Price: $9.95


SFA Vendor Profiles: Mehta Corporation, MEI, and NMS Services, Inc. 
To view, click and launch the PDF document attached below... (ID 3746)
Companies Profiled: Mehta, Becton Dickinson, MEI, NMS
Price: $18.95


SFA Case Studies: IBM, Matlack Inc., and Meloche Monnex 
To view, click and launch the PDF document attached below... (ID 3732)
Companies Profiled: IBM, Matlack Inc, Meloche Monnex
Price: $18.95


SFA Vendor Profiles: Clarify Inc. and Pegasystems Inc. 
To view, click and launch the PDF document attached below... (ID 3742)
Companies Profiled: Clarify, PegaSystems
Price: $18.95


SFA Vendor Profiles: Maximizer Technologies, Sage U.S. Inc. and Skyline 
To view, click and launch the PDF document attached below... (ID 3750)
Companies Profiled: Maximizer Technologies, 3M Company, Sage U.S., Skyline
Price: $18.95


SFA Vendor Profiles: Market Power, MFJ International, and New Horizon Development Group 
To view, click and launch the PDF document attached below... (ID 3754)
Companies Profiled: Market Power, MFJ International, New Horizon Development Group
Price: $18.95


SFA Vendor Profiles: IntellAgent Control and Janna Systems 
To view, click and launch the PDF document attached below... (ID 3755)
Companies Profiled: IntellAgent Control, Janna Systems
Price: $18.95


SFA Vendor Profiles: Firstwave and Gateway Systems Corp. 
To view, click and launch the PDF document attached below... (ID 3756)
Companies Profiled: Firstwave, Gateway Systems
Price: $18.95


Capturing SFA User Feedback 
Practices in this document include: Collecting and acting upon user input to continuously improve the SFA systems... (ID 3207)
Companies Profiled: Prudential
Price: $9.95


SFA Vendor Profiles: Software of the Future Inc., CogniTech Corporation, and Goldmine 
To view, click and launch the PDF document attached below... (ID 3751)
Companies Profiled: Software of the Future, CogniTech, Goldmine
Price: $18.95


SFA Case Studies: Fleet Financial Group and Hewlett-Packard 
To view, click and launch the PDF document attached below... (ID 3739)
Companies Profiled: FleetBoston Financial, Hewlett-Packard
Price: $18.95


SFA Case Studies: KeyCorp and Molson Breweries 
To view, click and launch the PDF document attached below... (ID 3738)
Companies Profiled: KeyCorp, Molson
Price: $18.95


SFA Case Studies: British Airways and Distribution Services, Inc. 
To view, click and launch the PDF document attached below... (ID 3734)
Companies Profiled: British Airways, Distribution Services
Price: $18.95


SFA Case Studies: Organon and Pfizer 
To view, click and launch the PDF document attached below... (ID 3730)
Companies Profiled: Organon, Pfizer
Price: $18.95


Ensure Seamless Integration of SFA Systems 
Practices in this document include: Selecting SFA systems that offer easy customization and integration with other applications... (ID 3202)
Companies Profiled: Prudential, Sears
Price: $9.95


SFA Case Studies: Rohm and Haas, Whirlpool and Simonds Industries 
To view, click and launch the PDF document attached below... (ID 3729)
Companies Profiled: Rohm and Haas, Whirlpool, Simonds Industries
Price: $18.95


SFA Case Studies: Rhone-Poulenc Ag Co., Sears, and Accu-Tech Corp. 
To view, click and launch the PDF document attached below... (ID 3736)
Companies Profiled: Sanofi-aventis, Sears, Accu-Tech Corp
Price: $18.95


SFA Vendor Profiles: ON!contact Software Corporation, ONYX Software and Pivotal Software Inc. 
To view, click and launch the PDF document attached below... (ID 3747)
Companies Profiled: ON!contact, ONYX, Pivotal
Price: $18.95


Link SFA to Business Results 
Practices in this document include: Employing automated workflow management systems to monitor and reduce sales cycle time... (ID 3197)
Companies Profiled: Prudential
Price: $9.95


SFA Vendor Profiles: Dendrite, IBM, and Lotus Development Corp. 
To view, click and launch the PDF document attached below... (ID 3745)
Companies Profiled: Dendrite, IBM
Price: $18.95


Manage SFA Configuration, Remote Access, Data Backup and Security 
This document looks at managing SFA configuration, remote connections, data backup and security... (ID 3199)
Companies Profiled: Sears, Pfizer, Prudential, Compaq, more ...
Price: $9.95


Effectively Managing Product Upgrades 
Practices in this document include: Introducing upgrades through conference calls to provide information rapidly and cost effectively... (ID 3208)
Companies Profiled: 3M, Iomega
Price: $9.95


SFA Case Studies: Metropolitan Life, Haworth and American Express 
To view, click and launch the PDF document attached below... (ID 3741)
Companies Profiled: Metropolitan Life, Haworth, American Express
Price: $18.95


SFA Vendor Profiles: Aurum Software, Inc., Cincom, Concentra Corporation and CWC, Inc. 
To view, click and launch the PDF document attached below... (ID 3744)
Companies Profiled: Aurum, Cincom, Concentra, CWC
Price: $18.95


SFA Vendor Profiles: Scopus Technology, The Vantive Corporation amd Astea 
To view, click and launch the PDF document attached below... (ID 3743)
Companies Profiled: Scopus, Vantive, Astea
Price: $18.95


Develop an integrated, multi-phase SFA rollout process 
Practices in this document include: Developing an integrated, multi-phase process for rolling out new hardware and software to the field... (ID 3204)
Companies Profiled: Pfizer
Price: $9.95


SFA Case Studies: Armstrong World Industries, Inc. and Corel 
To view, click and launch the PDF document attached below... (ID 3740)
Companies Profiled: Armstrong Building Products, Corel
Price: $18.95


Genetics Technologies and Productivity Benchmarking - Lessons Learned Part 3 (1997) 
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3886)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Genetics Technologies and Productivity Benchmarking - Lessons Learned Part 1 (1997) 
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3884)
Companies Profiled: Over 40 companies profiled
Price: $9.95


Genetics Technologies and Productivity Benchmarking - Lessons Learned Part 2 (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3885)
Companies Profiled: Over 40 companies profiled
Price: $9.95


DNA-Based Technologies Ten Years From Now -- Scenarios, Part 2 (1997) This document contains Graphics.
The information in this report was gathered in 1997 through an expert opinion benchmarking exchange among leading scientists heading 45 DNA labs... (ID 3876)
Companies Profiled: Over 40 companies profiled
Price: $9.95


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


Organizational Structure and Responsibility 
Assign consumer marketing activities to a centralized team to maintain marketing continuity, facilitate success tracking and reduce advertising costs... (ID 3656)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Consumer Marketing Lessons Learned: Corporate Case Study 3 This document contains Graphics.
Document Description: Company B has become known in the pharmaceutical industry as a capable and effective marketer of its consumer products, both prescription and OTC... (ID 3648)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Invest Resources for Maximum Impact -- Part 2 
Employ situation modeling and marketing counsel to determine course of the product after Phase II... (ID 3616)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Targeting and Planning Best Practices in Health Care Education -- Needs Assessment -- Free Excerpt This document contains Graphics.
This document looks at practices related to conducting needs assessments as well as segmenting and targeting efforts for health care education in therapeutic areas... (ID 3693)
Companies Profiled: A Leading Pharmaceutical Company
Price: FREE


Targeting and Planning Best Practices in Health Care Education -- Program Management -- Free Excerpt This document contains Graphics.
Have several types of education programs ready for deployment to remain flexible and responsive to the needs of different audiences... (ID 3694)
Companies Profiled: A Leading Pharmaceutical Company
Price: FREE


Securing Management Buy-In to an Effective Internet Presence 
Develop an effective communication plan to engage senior management in Internet presence... (ID 3592)
Companies Profiled: partners
Price: $9.95


Setting Goals and Measuring the Impact of Speaker Programs -- Part 2 This document contains Graphics.
Track the market success of products covered by speaker programs to identify impact. A simple, clearly defined Return-on-Investment measure is beneficial for top speaker program systems... (ID 3871)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Setting Goals and Measuring the Impact of Speaker Programs -- Part 1 This document contains Graphics.
Clearly define and communicate speaker program goals to focus corporate resources... (ID 3870)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Training Speakers, Reps and Coordinators -- Part 2 This document contains Graphics.
Making entries and finding information in the record systems for speaker training program administration can be confusing and problematic even for long-time users... (ID 3869)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Training Speakers, Reps and Coordinators -- Part 1 
Develop training programs for speakers to develop incentives for cooperation and product advocacy... (ID 3868)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Maximizing the Long-Term Benefits of Speaker Programs -- Part 2 
Designate a marketing champion to develop and nurture relationships with key physicians... (ID 3865)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Maximizing the Long-Term Benefits of Speaker Programs -- Part 3 
Maintain strong speaker relationships in areas where you plan future products. Building and maintaining speaker relationships is a major investment of time and resources... (ID 3866)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Maximizing the Long-Term Benefits of Speaker Programs -- Part 1 This document contains Graphics.
Brand the speaker program as a service to key customers. Benchmark partners find that it is a challenge to stand out in the field of companies hosting dinner and educational events... (ID 3864)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Maximizing Influence in the Marketplace through Speaker Program Systems 
Carefully plan the speaker program strategy in niche markets to improve market success. Not every product launch is cut from the same mold... (ID 3863)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Track Available Budgeting to Increase Speaker Program Effectiveness This document contains Graphics.
Track available budgeting to increase speaker program effectiveness... (ID 3862)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Highlighting the Value of the Speaker Program System 
Relaunch the speaker program so that new reps are informed and want to utilize speakers... (ID 3861)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Implementing the Speaker Program in the Field This document contains Graphics.
Differentiate program opportunities between core and strategic therapeutic areas to determine ideal program frequency... (ID 3860)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Maximizing Co-Promotion Success through Speaker Programs -- Part 2 
Assign partial budgets at the beginning of the cycle to allow reps to identify responsibility for speakers, food, and agenda... (ID 3859)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Maximizing Co-Promotion Success through Speaker Programs -- Part 1 This document contains Graphics and a practice summary Matrix.This document contains Graphics and a practice summary Matrix.
Clearly define who will take responsibility for co-promotion activities... (ID 3858)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Aligning Speaker Programs with Globalization, Rapid Growth and Mergers -- Part 2 This document contains Graphics.
Align all sales-related groups behind a set of common goals that translate into specific actions... (ID 3857)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Aligning Speaker Programs with Globalization, Rapid Growth and Mergers -- Part 1 
Leverage global best practices to improve performance across many functions and geographical units... (ID 3856)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Using the Internet to Drive Speaker Program Systems -- Part 2 
Share current information through Internet resources to keep field reps up to date... (ID 3855)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Using the Internet to Drive Speaker Program Systems -- Part 1 This document contains Graphics.
Provide customized information via the Internet to increase physicians’ total interaction with the company... (ID 3854)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Using Vendors to Improve Speaker Program Performance This document contains Graphics.
Conduct a SWOT analysis of program needs and match vendor contracts accordingly. Vendor management is a critical skill set for top speaker program administrators... (ID 3853)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Distributing Honoraria -- Part 2 This document contains Graphics.
Build in capability to deliver different payments to different addresses... (ID 3852)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Distributing Honoraria -- Part 1 
Structure reimbursement payment processes to minimize costs and increase doctor satisfaction. Reimbursement is one of most complex and important issues that speaker program administrators face... (ID 3851)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Planning to Meet Business Needs This document contains Graphics.
Build scalability into the speaker program administration system to ensure long-term viability... (ID 3850)
Companies Profiled: various pharmaceutical companies
Price: $22.95


Managing the Marketing Materials Development Process 
At Company A the front end strategic processes are managed by brand teams and performed primarily by ad agencies... (ID 3848)
Companies Profiled: Pharmaceutical Companies
Price: $9.95


Marketing Materials Development: Bridging the Gap between Creative and Implementation Processes 
Company A maintains an internal design team that enables it to maintain a closer alignment between brand strategy and creative design... (ID 3847)
Companies Profiled: Pharmaceutical Companies
Price: $9.95


Marketing Materials Development: Increasing Process Efficiency 
The Promotional Services Group maintains an electronic routing system that allows them to track a project through the various stages of the production process... (ID 3846)
Companies Profiled: Pharmaceutical Companies
Price: $9.95


Marketing Materials Development Process Roles & Responsibilities 
Company A Company A is one of the largest producers in the pharmaceutical industry... (ID 3845)
Companies Profiled: Pharmaceutical Companies
Price: $9.95


Effective Timing of Marketing Activities -- Part 1 
Incorporate pre-clinical marketing support to enable effective drug development... (ID 3612)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Effective Timing of Marketing Activities -- Part 2 
Parallel process branding & other marketing tasks to move drugs to market quickly with multiple indications... (ID 3613)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Overview of Investing for Maximum Impact This document contains Graphics.
“Blockbusters aren’t just discovered... (ID 3614)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Invest Resources for Maximum Impact -- Part 3 
Focus development resources to build expertise in strategic areas. One benchmark partner keeps two major targets in mind when choosing and refining new drugs... (ID 3617)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Manage Team Structure for Marketing Excellence -- Part 1 
Assemble cross-functional teams to ensure a strong commercial orientation for new drug research and development... (ID 3618)
Companies Profiled: A Leading Pharmaceutical Firm
Price: $22.95


Manage Team Structure for Marketing Excellence -- Part 2 
Employ public relations tactics to create “free marketing” for new products... (ID 3619)
Companies Profiled: A Leading Pharmaceutical Firm
Price: $22.95


Early Involvement of Cross-Functional Teams 
Establish cross-functional team to guide product development through early clinical phases... (ID 3620)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Transition and Long-Term Management Excellence of Cross-Functional Teams 
Maintain core team while adding necessary support personnel... (ID 3621)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Balance Clinical and Commercial Concerns 
Develop a culture that reinforces a commercial perspective in the development process... (ID 3622)
Companies Profiled: A Leading Pharmaceutical Firm
Price: $22.95


Manage Trial Strategy and Execution 
Employ consumer-focused tools to ensure that patient needs are understood and integrated into development... (ID 3623)
Companies Profiled: A Leading Pharmaceutical Firm
Price: $22.95


Incorporate Advocacy Group, Payer, and Employer Influence on Drug Development This document contains Graphics.
Incorporate input from non-physician influencers to bring commercially focused products to market... (ID 3626)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Thought Leader Program Management -- Part 1 
Incorporate input from national thought leader physicians to help shape the product during Phase III and submission, thereby building market acceptance... (ID 3627)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Thought Leader Program Management -- Part 2 
Develop a formal thought leader management plan that calls for early action and increased levels of personal interaction... (ID 3628)
Companies Profiled: A Leading Pharmaceutical Firm
Price: $22.95


Developing Competitive Intelligence This document contains Graphics.
Establish a Competitive Intelligence Center to service multiple functions and therapeutic areas... (ID 3629)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Improving Publication Strategy This document contains Graphics.
Co-locate a medical writing representative on the product team to facilitate public relations build-up... (ID 3630)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Navigate the Customer Environment -- Part I This document contains Graphics.
Practices in this document include: Developing and implementing strategies to navigate smoothly through each customer environment... (ID 2327)
Companies Profiled: A leading international pharmaceutical company
Price: $22.95


Value Chain: Methods and Means of Communication Delivery -- Part 2 
One of the primary challenges facing marketing communications professionals is to effectively deliver data throughout the value chain... (ID 3686)
Companies Profiled: Caterpillar, 3M, Hewlett-Packard, Graybar Electric
Price: $9.95


Report Summary -- Best Practices in Developing and Maintaining Wholesaling Strategies 
... (ID SM-122A)
Companies Profiled: 3M, Abbott HealthSystems Division, AOL, AT&T, more ...
Price: $0.00


Report Summary -- Best Practices in Pharmaceutical Alliances and Co-Promotions 
... (ID SM-117A)
Companies Profiled: A Leading Financial Services Firm, A Leading Marketing Firm, A Leading Pharmaceutical Company, A Leading Pharmaceutical Firm, more ...
Price: $0.00


Value Chain: Methods and Means of Communication Delivery -- Part 1 
One of the primary challenges facing marketing communications professionals is to effectively deliver data throughout the value chain... (ID 3685)
Companies Profiled: Caterpillar, General Motors, Hewlett-Packard, Graybar Electric
Price: $9.95


Employ Customer Profiling and Segmentation Techniques to Refine Traditional Volume Targeting Information. This document contains Graphics.
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


Report Summary -- Direct-to-Consumer Pharmaceutical Marketing: Growing Market Success 
... (ID SM-125A)
Companies Profiled: A Financial Services Firm, A Leading Advertising Firm, A Leading Manufacturer, A Leading Pharmaceutical Company, more ...
Price: $0.00


Report Summary -- Value Chain Communication - Keeping the Channels Informed 
... (ID SM-127A)
Companies Profiled: 3M, A Leading Health Care Company, Caterpillar, Ford, more ...
Price: $0.00


Report Summary -- Building Pharmaceutical Brand Through Continuing Education Programs 
... (ID SM-126A)
Companies Profiled: Bristol-Myers Squibb, Sanofi-aventis, 5 Leading Pharmaceutical Companies that wished not to be named, AstraZeneca, more ...
Price: $0.00


Report Summary -- Sales Force Automation 
... (ID SM-116A)
Companies Profiled: 3M, Sanofi-aventis, Accu-Tech Corp, American Express, more ...
Price: $0.00


Report Summary -- Best Practices of Sales Collateral Organizations 
... (ID SM-123A)
Companies Profiled: A Leading Service Company, Cisco Systems, Pitney Bowes, Ritz-Carlton, more ...
Price: $0.00


Wholesaling Strategy: Increasing Process Efficiency 
Implement an electronic communications system to compete for resellers. Excellent distributors have identified the use of EDI systems as a critical component of doing business... (ID 3722)
Companies Profiled: EDI, ROLS, R.J. Reynolds, Kaiser Permanente, more ...
Price: $9.95


Wholesaling Strategy: Creating a Focused Strategic Plan This document contains Graphics.
Identify core wholesaling competencies to develop a focused strategic plan. LG&E has clearly articulated a set of strategies which drive the performance of its wholesale Energy Marketing group... (ID 3708)
Companies Profiled: LG&E
Price: $9.95


Wholesaling Strategy: Managing Costs to Maximize Margins 
Implement systems and procedures that support the corporate wholesaling strategy. Southern Company markets to its customers by providing its products and services at the lowest possible cost... (ID 3707)
Companies Profiled: Southern Company
Price: $9.95


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


Wholesaling Strategy: Expanding into Wholesaling 
Employ “internal lobbying” to gain acceptance for new operations. Southern’s wholesaling team stressed the importance of gaining internal acceptance for new operations... (ID 3704)
Companies Profiled: Southern Company
Price: $9.95


Delivery Technology Best Practices in Health Care Education This document contains Graphics.
Deploy Web-based HCE to leverage the advantages of Internet environment... (ID 3697)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Relationship Management Best Practices in Health Care Education This document contains Graphics.
Take a long-term approach to building advocacy... (ID 3696)
Companies Profiled: A Leading Pharmaceutical Firm
Price: $9.95


Team Structure in Health Care Education -- Part 2 This document contains Graphics.
Organizational Spotlight One benchmark partner maintains a nationwide organization of 60 “Scientific Affairs” liaisons... (ID 3692)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Improving Internal Processes 
Drive company-wide improvements through a demonstration of marketing communication’s value... (ID 3689)
Companies Profiled: 3M, Ford, General Motors, Caterpillar
Price: $9.95


Gather Stakeholder Feedback 
Establish a dealer council to collect formal dealer feedback on a regular basis... (ID 3688)
Companies Profiled: Ford, Graybar Electric, Hewlett-Packard, General Motors
Price: $9.95


Customer and Communication Segmentation 
Align content of marketing communications with different user segments. Hewlett Packard must communicate with over 30,000 different distributors and dealers in its North American market... (ID 3687)
Companies Profiled: Graybar Electric, General Motors, Hewlett-Packard, 3M
Price: $9.95


Marketing Communication Standardization and Consistency 
Create a common “voice” for all communications to ensure consistency in all information pieces... (ID 3684)
Companies Profiled: Caterpillar, 3M, Ford, General Motors
Price: $9.95


Marketing Communication Creation and Implementation -- Part 2 This document contains Graphics.
Organizational Spotlight Utilize “market centers” to integrate functional expertise and centralize marketing communications... (ID 3683)
Companies Profiled: 3M, General Motors
Price: $9.95


Marketing Communication Creation and Implementation -- Part 1 This document contains Graphics.
Manage a decentralized creation system with a centralized distribution and execution system to ensure accuracy and efficiency... (ID 3682)
Companies Profiled: General Motors, Caterpillar, Hewlett-Packard
Price: $9.95


Marketing Communications Review and Revision This document contains Graphics.
Implement a timely and effective interdepartmental communications review process to ensure accuracy of communication... (ID 3681)
Companies Profiled: General Motors, Caterpillar, 3M
Price: $9.95


Marketing Communication Management and Administration This document contains Graphics.
Align communications strategies with company culture to make processes more effective... (ID 3680)
Companies Profiled: 3M, Ford, Graybar Electric
Price: $9.95


Budget Resources for Sales Collateral This document contains Graphics.
Employ collaborative effort to determine sales collateral budget... (ID 3670)
Companies Profiled: Pitney Bowes, T. Rowe Price
Price: $18.95


Sales Collateral Creation: Select and Maintain Vendor Relationships 
This document looks at two main practices: Building a long-standing relationship with a few vendors to create industry experts and benchmarking current vendors against their competitors in order to keep prices in line with industry standards... (ID 3669)
Companies Profiled: Pitney Bowes
Price: $9.95


Enable Collateral Teams for Success -- Part 1 This document contains Graphics.
Design a “Strategy Statement” to align the sales collateral process... (ID 3667)
Companies Profiled: T. Rowe Price
Price: $9.95


Manage Inventory and Distribution of Sales Collateral 
Track sales collateral orders, production and mailing from warehouse on a daily or weekly basis in order to provide quality assurance to management... (ID 3666)
Companies Profiled: Ritz-Carlton
Price: $9.95


Manage Collateral Development -- Part 2 This document contains Graphics.
Organize sales collateral early in product marketing planning in order to have adequate materials prepared for launch... (ID 3663)
Companies Profiled: Pitney Bowes, Cisco Systems, T. Rowe Price, Ritz-Carlton
Price: $9.95


Manage Collateral Development -- Part 1 This document contains Graphics.
Develop a fully integrated sales collateral design and production process to reduce cycle time and encourage alignment of the organization... (ID 3662)
Companies Profiled: T. Rowe Price
Price: $9.95


Measuring Success of Consumer Marketing Programs -- Part 2 
Measure “soft ROI” through tools that monitor brand loyalty and customer awareness... (ID 3660)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Align Marketing Staff Background and Experience with Corporate Goals in the Recruiting and Training Processes -- Part 2 This document contains Graphics.
Minimize additional staffing costs by hiring consumer marketing personnel from within the organization... (ID 3658)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Align Marketing Staff Background and Experience with Corporate Goals in the Recruiting and Training Processes -- Part 1 
Hire marketing personnel based on skill level and predicted team contribution... (ID 3657)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Continuously Evaluate Outcome of Direct-to-Consumer Marketing Campaigns 
Practices covered in this document include the following... (ID 3655)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Ensure Consumer Marketing Process Flow -- Part 1 This document contains Graphics.
Conduct an evaluation of current needs to establish the direction of marketing tasks... (ID 3653)
Companies Profiled: A Leading Advertising Firm
Price: $9.95


Develop Programs in Agreement with Corporate and Marketing Mission 
Determine the overall corporate and marketing mission to give team members clear direction. Top marketing organizations establish and disseminate corporate and departmental missions... (ID 3652)
Companies Profiled: A Leading Manufacturer
Price: $9.95


Highlighting Corporate Innovation on the Web 
Spotlight success of new and innovative products to emphasize return on investment for research and development expense... (ID 3605)
Companies Profiled: Pfizer
Price: $9.95


Managing Investor Relations via the Internet 
Maintain financial and operational information to communicate with investors and stockholders... (ID 3603)
Companies Profiled: Schering-Plough, Pharmacia, Merck, Pfizer, more ...
Price: $9.95


Managing Continuous Innovation on Your Web Site 
Monitor Technology Trends Review competitors’ and other leading websites for trends and technology shifts... (ID 3600)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Some Legal Considerations in Your Corporate Web Presence 
Include legal and regulatory representatives on the web development team... (ID 3598)
Companies Profiled: A Leading Pharmaceutical Firm
Price: $9.95


Employing Innovative Features on the Web to Enhance Your Presence 
Spotlight one key health challenge monthly to provide comprehensive information for the customer... (ID 3597)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Forge Strategic Partnerships on the Web 
Partner with online health services to provide medical education and build customer relationships... (ID 3595)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Managing Internet Site Vendors 
Employ internal and external resources to ensure an effective, economical balance between technical and creative aspects... (ID 3594)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Building Your Internet Presence and Internal Web Capabilities This document contains Graphics.
Employ a multi-year approach to budgeting for Internet development... (ID 3593)
Companies Profiled: A Leading Pharmaceutical Company
Price: $9.95


Employ Key Sales and Marketing Forecast Methodologies This document contains Graphics.
Through our research, Best Practices, LLC has identified three major methods companies use to makes sales and marketing forecasts, estimate their sales-response functions, and properly allocate their resources... (ID 2833)
Companies Profiled: A major pharmaceutical company
Price: $9.95


Employ Scenario Planning to Improve Sales Forecasting Execution This document contains Graphics.
Royal Dutch/Shell has become world renowned for its scenario planning process. The two practices in this document relate how Shell’s scenario planning process links to sales forecasting... (ID 2829)
Companies Profiled: Royal Dutch/Shell
Price: $9.95


Drive Continuous Improvement by Frequently Reviewing Forecast Decisions This document contains Graphics.
This document identifies the budgeting process employed by a world-class manufacturing company... (ID 2827)
Companies Profiled: HON Company
Price: $9.95


Design an Integrated, Multistage Forecasting Process 
One major pharmaceutical company has developed a multistage forecasting process that focuses on its disease management units (DMUs)... (ID 2820)
Companies Profiled: A major pharmaceutical company
Price: $9.95


Team Structure in Health Care Education -- Part 1 This document contains Graphics.
Practices in this document include: Employing a segmented yet integrated approach to providing health care education that addresses diverse and changing customer needs... (ID 2773)
Companies Profiled: A Leading Pharmaceutical
Price: $9.95


Plan the Message to Maximize the Value of Each Selling Opportunity This document contains Graphics.
A carefully planned message ensures that sales reps make the most effective use of available selling time... (ID 2337)
Companies Profiled: a leading international pharmaceutical company
Price: $22.95


Close the Sale Effectively to Encourage Customers to Take Action This document contains Graphics.
Refined closing skills was a distinctive characteristic of most best practitioner sales reps... (ID 2336)
Companies Profiled: a leading international pharmaceutical company
Price: $22.95


Customize the Presentation to Meet the Customer’s Interests and Needs 
Best practitioner sales reps target their presentations to address individual customer needs... (ID 2335)
Companies Profiled: a leading international pharmaceutical company
Price: $22.95


Develop Professional Skills -- Part II 
Practices in this document include: Implementing a marketing strategy to establish and build value for your personal “brand... (ID 2348)
Companies Profiled: a leading international pharmaceutical company
Price: $22.95


Develop Professional Skills -- Part I 
Practices in this document include: Continuously expanding your knowledge of critical product, industry, business and sales matters... (ID 2347)
Companies Profiled: a leading international pharmaceutical company
Price: $22.95


Manage Accounts for Optimal Data Collection 
Data collection is a critical path activity for effective planning, targeting, call preparation and selling... (ID 2346)
Companies Profiled: A leading international pharmaceutical company
Price: $22.95


Navigate the Customer Environment -- Part II 
Practices in this document include: Managing competitor rep interactions so that your selling position is never compromised... (ID 2334)
Companies Profiled: a leading international pharmaceutical company
Price: $22.95


Develop Personal Goals That Address Career Development, Learning and Individual Growth This document contains Graphics.
Best practitioner sales reps are fervent goal setters... (ID 1174)
Companies Profiled: Pfizer
Price: $22.95


Write Down Call Objectives and Track Progress Toward Achieving 
Best practitioner sales reps are fervent goal setters... (ID 1172)
Companies Profiled: A Leading Pharmaceutical or Health Care Company
Price: $22.95


Review Customer Profiles and Past Call Notes as a Standard Call-Preparation Procedure This document contains Graphics.
Best practitioner sales reps use customer background information and past call notes as essential call preparation tools... (ID 1170)
Companies Profiled: Pfizer
Price: $22.95


Coordinate with Your Partners to Execute a Coordinated Call and Sales Strategy This document contains Graphics.
During best practice focus groups nationwide, reps underscored the importance of conducting a consistent in-office sales campaign that repeats and extends important messages and advances buyer knowledge from call to call... (ID 1169)
Companies Profiled: A Top Pharmaceutical or Health Care Company
Price: $22.95


Continuously Develop Territory Potential and Grow Sales and Market Share 
Best practitioner sales reps focus constantly on how to develop overall territory potential and grow sales and market share from year to year... (ID 1165)
Companies Profiled: Purdue Frederick Co.
Price: $22.95


Set Call Frequency Patterns to Optimize Contact with Top Purchasers. 
Best practitioner sales reps employ the concept of call frequency balancing... (ID 1140)
Companies Profiled: A Top Pharmaceutical and/or Health Care Company
Price: $22.95


Build Your Schedule Around Top Potential Buyers 
Practices in this document include: Filling in the balance of your workday schedule with calls to other high potential buyers... (ID 1129)
Companies Profiled: A Leading Pharmaceutical Company
Price: $22.95


Incentive Compensation in Pharma Sales: Aligning People, Performance and Pay This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.This document contains Metrics, Graphics and a practice summary Matrix.
Non-members: Click here to sign-up for a complimentary tour of "Incentive Compensation in Pharma Sales: Aligning People, Performance and Pay" Study Overview An effective incentive compensation plan for sales people is crucial for motivating and maintaining a successful sales force... (ID 4890)
Companies Profiled: Pfizer, Sanofi-aventis, Merck, Novartis, more ...
Price: $1540.00


Value Chain Communication: Keeping the Channels Informed 
Guide your company's efforts to create a marketing communications system, increase customer satisfaction, and build stronger customer relationships... (ID SM-127)
Companies Profiled: 3M, A Leading Health Care Company, Caterpillar, Ford, more ...
Price: $500.00


Building Pharmaceutical Brand through Continuing Education Programs 
Deliver education to health care providers to build stronger customer relationships and ultimately drive market share growth... (ID SM-126)
Companies Profiled: Bristol-Myers Squibb, 5 Leading Pharmaceutical Companies that wished not to be named, AstraZeneca, Bayer, more ...
Price: $1000.00


Best Practices in Managed Care Sales Force Training 
Focus on effective sales management with training methods that develop excellent managed care account representatives, sales managers and sales representatives... (ID HR-43)
Price: $594.00


Best Practices in Developing and Maintaining Wholesaling Strategies 
Coordinate marketing and strategy, manage costs, and manage reseller relationships to master wholesaling strategy... (ID SM-122)
Companies Profiled: 3M, Abbott HealthSystems Division, AOL, AT&T, more ...
Price: $500.00


Best Practices in Sales Force Automation 
Select, design, and implement automated systems to enhance sales force productivity and effectiveness... (ID SM-116)
Companies Profiled: 3M, Sanofi-aventis, Accu-Tech Corp, American Express, more ...
Price: $1626.00


Direct-to-Consumer Pharmaceutical Marketing: Growing Market Success 
Win the consumer marketing battle with effective marketing activities, team structures, marketing spend levels, and means of measurement... (ID SM-125)
Companies Profiled: A Financial Services Firm, A Leading Advertising Firm, A Leading Manufacturer, A Leading Pharmaceutical Company, more ...
Price: $2173.00


Best Practices of Sales Collateral Organizations 
Master the communication methods and investment patterns that distinguish successful sales collateral organizations... (ID SM-123)
Companies Profiled: A Leading Service Company, Cisco Systems, Pitney Bowes, Ritz-Carlton, more ...
Price: $250.00


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