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25DB




Products & Services Sales and Marketing Sales Management Designing Sales Force Sales Force Size and Structure

Managing A Sales Force Expansion: Targeting & Routing

DB Image

ID: 4328


Features:

Metrics, Graphics, Summary Matrix, Detailed Process Map


Pages/Slides: 88


Published: Pre-2014


Delivery Format: Online PDF Document


 

License Options:
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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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919-403-0251

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This 88-page presentation covers best practices in targeting and routing sales reps throughout territories and individual sales calls during a sales expansion. Informally and formally segmenting territories by sales call whether to a thought leader, early adopter, nurse practitioner or pharmacist, is discussed. Also outlined are 15 improvement opportunities for sales forces to coordinate their routes and schedules to cover territories more efficiently and effectively.

Industries Profiled:
Pharmaceutical; Biotech; Health Care


Companies Profiled:
Sanofi-aventis; Pfizer; AstraZeneca; Bristol-Myers Squibb; GlaxoSmithKline; Janssen; Merck; Novartis; Pharmacia

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.