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25DB




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


Features:


Words: 1,401


Published: Pre-2013


Delivery Format: Online PDF Document


 

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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.

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  • STUDY OVERVIEW
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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.