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Best Practice Database
Sales Leadership » Sales Force Effectiveness
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Non-members: Click here to see a complimentary overview of "Pharmaceutical Sales Force Effectiveness: Alignment, Structure and Support to Serve the U.S. Hospital Marketplace"
What is the optimal approach to structure, align and support a hospital sales force to ensure that your products are effectively represented on formularies?
One of the primary challenges pharmaceutical companies face is how to organize and align sales groups to effectively penetrate the hospital marketplace. This benchmark study was designed to assist pharmaceutical and biotech organizations gain insights into hospital sales force structure, alignment and support - by hospital market segment - to better meet the needs of the hospital marketplace customer.
This study examines how biopharma companies align, structure and support sales to serve these market segments: Community hospitals, regional hospital networks, multi-state networks, academic medical centers and VA hospitals. Pharmaceutical sales executives can use this study to compare their hospital sales group's alignment, structure and support for serving the U.S. hospital marketplace.
The study contains data from 2011 and presents longitudinal data from 2008 that allows hospital sales leaders to see emerging trends in the hospital marketplace.
Pharmaceutical; Health Care; Medical Device; Biotech; Diagnostic
Lundbeck; Fresenius Medical Services; North America; Boehringer Ingelheim; Covidien; Pfizer; Johnson & Johnson Healthcare Systems; Medtronic; Abbott Laboratories; LabCorp; GlaxoSmithKline; Eisai; Roche
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.