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» Products & Services » » Sales and Marketing » Sales Management » Enhancing Selling Effectiveness » Sales Collateral Management

Key Factors in Managing Pharmaceutical Sales Data Inquiries

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ID: 4456

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Words: 1,401

Published: Pre-2019

Delivery Format: Online PDF Document

 

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Inquiries from sales representatives are a management issue at any company. However, at pharmaceutical companies, inquiry volume can tie up resources indefinitely due to the inherent fallibility of the sales data that the industry uses to determine rep incentive pay. Pharmaceutical companies need systems to manage these questions from the field so that they are handled efficiently and effectively and result in any necessary changes to rep compensation or to the system itself.

This four-page document reveals how the home offices of pharmaceutical companies manage data inquiries from their field sales forces.

One example of a key high-level findings is as follows:

Third-party data quality problems affect every company in the industry. No matter which vendor supplies the sales and prescription data, the data is not always correct, complete or current. Data problems exist on both the retail side and non-retail side. Non-retail data is more problematic due to data block and complexities of drug purchase and distribution systems.

This research originated from Best Practices, LLC's consulting services.

Industries Profiled:
Pharmaceutical; Biotech; Health Care


Companies Profiled:
Eli Lilly; GlaxoSmithKline; Janssen; Novartis; Ortho-McNeil; Pfizer; Pharmacia; Schering-Plough

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.

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