subject: Aarkstore Enterprise---canadian Pharmaceutical Sales Management [print this page] In Canada, access to physicians remains one of the top problems of the day for pharmaceutical sales organizations. Though not nearly as overrun as US doctors, top prescribing Canadian physicians can still expect to see as many as 4 to 6 different reps from some larger companies during a given month.
Combining access issues with stringent self-imposed and government regulations on how reps can sell their products and companies are scrambling to develop new and innovative sales strategies and tactics to stand out in a crowded market.
As the industry continues to evolve in the age of reduced access, patent expiry, generic incursion and slow pipelines, executives who focus resources on key strategic points now while effectively managing their sales forces will outpace their competition.
Cutting Edge Informations report Canadian Pharmaceutical Sales Management analyzes present trends to provide the steps pharmaceutical sales managers must take to stay competitive - and beat the market. The report makes its case with metrics and techniques for managing all three aspects of the current sales landscape:
Investment, Structure and Management - Provides up-to-date investment levels, structuring strategies, and territory management of major pharma sales forces
Sales Management Strategies - Details companies strategies regarding recruiting, hiring, training, and sales team compensation
In-Field Tactics - Describes real-world maneuvers designed to increase access to physicians and make the most of face-to-face time with targets
Additional Information
Companies Included in Report
EMD Serono
Genzyme
GlaxoSmithKline
Johnson & Johnson
Neurochem Novo Nordisk
Sanofi-Aventis
Shire
Taro
Table of Contents :
Charts and Graphics Table of Contents
EXECUTIVE SUMMARY
Figure E.1: Report Definitions
Figure E.2: Primary Care Sales Force Resource Allocation
Figure E.3: Specialty/Hospital Sales Force Resource Allocation
Figure E.4: Average Cost per Rep
Figure E.5: Number of Reps Calling on Physicians by Value: Primary Care
Figure E.6: Compensation & Incentive Structures that Align with Personal Needs
Figure E.7: Geographic Sales Alignment: Top 10 Global Company
Figure E.8: Hybrid Sales Alignment: Top 10 Global Company
