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Best Practice Database
Sales and Marketing » Sales Management » Designing Sales Force » Support Systems
Metrics, Graphics, Summary Matrix
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.
Based on a survey of eight pharmaceutical organizations, this 25-slide presentation identifies trends in the use of pharmaceutical sales and marketing technologies. Key topic areas in this study include: sales and marketing business challenges, stages of technology deployment, current technology budgets and likely 2005 changes and use of vendors and consultants. Companies can use this information to identify sales and marketing challenges as well as technology trends in the pharmaceutical industry.
The study found that the greatest sales challenges were achieving higher sales force productivity and understanding customer issues, while the greatest marketing challenges included productivity of marketing staff as well as understanding customer issues. The survey also identified sales and marketing technologies with the greatest potential for adoption by pharmaceutical companies.
This information was collected from Best Practices, LLC Internet Benchmarking Exchange service.