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Best Practice Database
Sales Leadership » Enhancing Selling Effectiveness
Single User: Authorizes use by the person who places the order or for whom the order was placed.
Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.
Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.
The objective of this benchmarking study was to better understand U.S. pharmaceutical sales communications groups impact and effectiveness. To accomplish this, an online survey was conducted, supplemented with several interviews to gather more detailed accounts of how executives have shaped their communication functions to support their sales force.
Executives in the pharmaceutical industry can use this report to inform their thinking about the resources, skill-sets and tools needed for their communications group, and what practices and procedures can be used to maximize the impact (and minimize the time taken) on salespeople.