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Competitive Benchmarking of Leading Oncology Sales and Marketing Organizations in Japan: Key Expenditures and Organizational Approaches
 

This program analyzes in detail the marketing expenditures of leading oncology franchises in Japan.  The complete list of expenditures benchmarked by each franchise includes:

bullet Major conventions
bullet Clinical trials for approved products
bullet Physician lunch and dinner programs
bullet CME programs
bullet Cooperative group grants
bullet Printed sales materials
bullet Advocacy group grants
bullet Journal advertisements
bullet Internet-based initiatives

 
Analysis of the sales and marketing organizations includes:

bullet Size and structure of the oncology sales force
bullet How the oncology product portfolio is managed
bullet Organizational structure of oncology sales and marketing management
bullet Deployment of other oncology-related field personnel, such as medical liaisons and reimbursement personnel
bullet Roles of oncology medical liaisons and reimbursement personnel
bullet Qualifications and compensation of oncology sales personnel, including typical salary/bonus ratios

This program analyzes in detail the marketing expenditures of leading oncology franchises in the top five countries in Europe (i.e., France, Germany, Italy, Spain and the United Kingdom).  The key expenditures benchmarked include:

bullet Major conventions
bullet Representative-initiated physician education programs  
bullet Clinical trials for approved products
bullet Advocacy/cooperative group grants
bullet CME programs
bullet Journal advertisements
bullet Printed sales materials

 
Analysis of the sales and marketing organizations includes:

bullet Size and structure of the oncology sales force
bullet How the oncology product portfolio is managed
bullet Organizational structure of oncology sales and marketing management
bullet Deployment of other oncology-related field personnel, such as medical liaisons
bullet Role of oncology medical liaisons
bullet Qualifications and compensation of oncology sales personnel, including typical salary/bonus ratios
 

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