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Sales Leadership » Sales Training
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"Meeting Pharmaceutical Sales Rep Training Needs"
The effectiveness of pharmaceutical sales training during a representative's critical first year on the job dictates the future success of the employee, affects the rate of sales force turnover and directly impacts corporate revenue. Given the diversity and complexity of the subject matter, bringing new reps to full productivity is a huge challenge for pharmaceutical sales training leaders. This means that the executives designing such formal training programs must be able to identify what makes a program successful and direct the appropriate level of budget resources to meet those needs. Formal training is training that is required and tracked by the employer, including assigned readings as well as classes, computer-based courses, e-learning, etc. This research can help pharmaceutical sales training leaders identify not only the content that is most effective in training but also the qualifications needed in applicants to best take advantage of the training investment as well as compare their budget and outsourcing metrics to those with other companies.
Pharmaceutical; Health Care; Medical Device; Biotech; Manufacturing; Consumer Products; Diagnostic
Merck; Sanofi-aventis; Roche; Fournier Pharmaceutical; Abbott Laboratories; Novartis; GlaxoSmithKline; Pfizer; Johnson & Johnson; Schering-Plough; Medrad; Bristol-Myers Squibb; Amylin; Bayer; UCB Pharma; AstraZeneca Pharmaceuticals