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Sales and Marketing > Sales Management
Sales Management Research

Communications Excellence: Optimizing Group Structure & Operations 
Effective external communications activities help organizations build strong stakeholder relationships and marketplace success... (ID PSM-254)
Companies Profiled: Medtronic, Maxcom, Eisai, Fluke, more ...
Price: $8000.00   Free Excerpt Available
The High Performing Pharmaceutical District Sales Manager: Current Trends & Future Directions 
The District Sales Manager is the acknowledged cornerstone of pharmaceutical sales force effectiveness and high performance... (ID SM-178)
Companies Profiled: Abbott Laboratories, Sanofi-aventis, Boehringer Ingelheim, Eli Lilly and Company, more ...
Price: $7895.00   Free Excerpt Available
Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share 
Winning a favorable managed care formulary position can be a Herculean task for pharmaceutical companies today, but successful brand leaders know that position alone doesn’t guarantee increased market share... (ID SM-187)
Companies Profiled: Abbott, Bayer Healthcare, Johnson & Johnson, GlaxoSmithKline , more ...
Price: $7000.00   Free Excerpt Available
Trends and Future Directions for the High Performing District Sales Manager: A Comparative View from 2007 and 2009 
The district sales manager (DM) is the cornerstone of sales force effectiveness and high performance... (ID PSM-247)
Companies Profiled: Actelion, Schering-Plough, Sanofi-aventis, Shire, more ...
Price: $6500.00   Free Excerpt Available
Rewarding & Recognizing Top-Performing Sales People 
STUDY OVERVIEW Sales leaders and organizations that regularly meet and exceed revenue targets have mastered the art of motivating their sales representatives... (ID PSM-224)
Companies Profiled: Abbott, Wyeth Pharmaceuticals, W.L. Gore and Associates, Vanguard, more ...
Price: $5995.00   Free Excerpt Available
U.S. Pharmaceutical Budget and Staffing Excellence: Benchmarking the Resources Required to Drive Productivity and Growth 
Best Practices Pharmaceutical Budget and Staffing Benchmark Guide (260 slides) allows pharmaceutical and biotech companies to critically evaluate their budgets and staffing levels in order to enhance organizational efficiencies... (ID HR-60)
Companies Profiled: Forest Laboratories, AstraZeneca, Berlex Laboratories, Amgen, more ...
Price: $5995.00   Free Excerpt Available
Medical Science Liaisons: Gaining Access and Forging Relationships with Key Opinion Leaders 
STUDY OVERVIEW As companies find their time limited with physicians and Key Opinion Leaders (KOLs), the role of medical science liaisons (MSLs) becomes more crucial in building and strengthening KOL relationships... (ID PSM-234)
Companies Profiled: Abbott Labs, Vertex Pharmaceuticals, Amgen, Astellas, more ...
Price: $5675.00   Free Excerpt Available
Professional & Trade Relations Excellence: Optimizing Group Structure & Operations 
Professional Trade Relations groups play a crucial role of influencing company’s reputation to professional, payer and patient groups... (ID PSM-263)
Companies Profiled: Abbott, Mid-Cap Pharmaceutical Co., Alcon, Mitsubishi Tanabe Pharma, more ...
Price: $5500.00   Free Excerpt Available
Developing Managed Care Pull-Through Excellence 
In today's pharmaceutical marketplace, companies not only have to fight to win product placement on Managed Care formularies but also to "pull through" the business and increase market share after a win... (ID PSM-241)
Companies Profiled: Abbott Laboratories, Alcon, Allergan, AstraZeneca, more ...
Price: $5200.00   Free Excerpt Available
Optimizing Key Opinion Leader Relationships: Best Practices in KOL Management 
Study Overview The advocacy of Key Opinion Leaders (KOLs) has proven to be among of the most effective and critical means of building product awareness in the medical and scientific communities... (ID PSM-235)
Companies Profiled: Abbott Laboratories, Sanofi-aventis, URL Pharma, Transoma Medical, more ...
Price: $5200.00   Free Excerpt Available
External Communications Excellence: Optimizing Group Structure & Operations 
As companies grow, effective external communications activities help organizations build strong stakeholder relationships and marketplace success... (ID PSM-256)
Companies Profiled: Medtronic, Maxcom, Eisai, Fluke, more ...
Price: $5100.00   Free Excerpt Available
Pharma Sales Force Effectiveness: Increasing Productivity Through Streamlined Internal Communication 
Study Background Internal communication can make or break the productivity of a direct sales force... (ID SM-173)
Companies Profiled: Pfizer, Sanofi-Aventis, Purdue Pharma, Janssen, more ...
Price: $5015.00   Free Excerpt Available
Best Practices in Advancing Customer Marketing: Innovations in Engaging and Communicating with Health Care Providers, Patients, Payers and KOLs 
To overcome challenges in reaching all pharmaceutical customers today, savvy bio-pharmaceutical company leaders must embrace innovation in their marketing programs... (ID PSM-280)
Companies Profiled: EMD Serono, Molnlycke Healthcare, Boehringer Ingelheim, Glenmark, more ...
Price: $5000.00   Free Excerpt Available
Sales Force Effectiveness: Uncovering How Pharmaceutical Companies Serve the U.S. Hospital Marketplace 
The U... (ID PSM-215)
Companies Profiled: Lundbeck, Boehringer-Ingelheim, Covidien, Pfizer, more ...
Price: $4950.00   Free Excerpt Available
Internal Communications Excellence: Optimizing Group Structure & Operations 
Internal communications is a small but important group that delivers information to an organization's employees on issues such as corporate initiatives and benefits... (ID PSM-255)
Companies Profiled: Medtronic, Maxcom, Eisai, Fluke, more ...
Price: $4900.00   Free Excerpt Available
Pharmaceutical Sales Training: Turning New Hires into Top Performers 
Pharmaceutical Sales Training: Turning New Hires into Top Performers (SM-171) provides a comprehensive look at sales training delivery, content, budgets and trends at leading pharmaceutical companies across the globe... (ID SM-171)
Companies Profiled: Abbott Laboratories, Sanofi-aventis, Dey, Amylin, more ...
Price: $4854.00   Free Excerpt Available
Best Practices in Pharmaceutical Sales 
It is a challenging time for sales forces across all industries, especially in the pharma arena... (ID SM-134)
Companies Profiled: AstraZeneca, Merck, GlaxoSmithKline , Federal Express, more ...
Price: $4602.00   Free Excerpt Available
Communication Excellence: Tactics Used by BioPharma Executives to Increase Organizational Effectiveness 
Technology has evolved to the point where employees and employers can freely communicate with each other and the external world... (ID PSM-273)
Companies Profiled: Abbott, Sanofi Pasteur, Gardner Assocites, Target Point ltd, more ...
Price: $4000.00   Free Excerpt Available
Communications Excellence: Tactics Used by Executives to Increase Organizational Effectiveness 
Today, technology has evolved to the point where employees and employers can freely communicate with each other and external world... (ID PSM-270)
Companies Profiled: Abbott, Sanofi Pasteur, Gardner Assocites, Target Point ltd, more ...
Price: $4000.00   Free Excerpt Available
Cross-Industry Field Sales Force Excellence 
As product and service differentiation becomes more difficult to achieve - in the dynamic global marketplace - effective sales channels that guarantee direct access to business-to-business customers are becoming more strategically important to growing and defending market share... (ID SM-172)
Companies Profiled: AAA, Abbott, Allergan, Ayurvet, more ...
Price: $3615.00   Free Excerpt Available
Internal Communication Success: Best Practices within the Pharmaceutical and Medical Device Industries to Ensure Organizational Effectiveness 
In order to ensure organizational efficiency it becomes essential for pharmaceutical and medical device companies to inform and educate the employees about organizations objectives with the help of effective internal communication... (ID PSM-277)
Companies Profiled: Abbott, Sanofi Pasteur, Genentech/Roche, Zogenix, more ...
Price: $2500.00   Free Excerpt Available
 


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