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Competitive Benchmarking of Leading Oncology Sales and Marketing
Organizations in Latin America: Key Expenditures and Organizational
Approaches |
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This program analyzes in detail the marketing expenditures of leading
oncology franchises in four countries in Latin America -- Argentina,
Brazil, Mexico and Venezuela -- and covers key oncology brands.
The complete list of expenditures benchmarked by each franchise
includes:
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Major conventions |
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Clinical trials for approved products |
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Physician lunch and dinner programs
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CME programs |
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Cooperative group grants
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Printed sales materials
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Advocacy group grants |
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Journal advertisements |
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Internet-based initiatives
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Analysis of the sales and marketing organizations includes:
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Size and structure of the oncology sales force
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How the oncology product portfolio is managed
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Organizational structure of oncology sales and
marketing management |
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Deployment of other oncology-related field personnel,
such as medical liaisons and reimbursement personnel
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Roles of oncology medical liaisons and reimbursement
personnel |
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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:
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Major conventions |
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Representative-initiated physician education programs
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Clinical trials for approved products |
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Advocacy/cooperative group grants
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CME programs |
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Journal advertisements |
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Printed sales materials |
Analysis of the sales and marketing organizations includes:
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Size and structure of the oncology sales force
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How the oncology product portfolio is managed
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Organizational structure of oncology sales and
marketing management |
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Deployment of other oncology-related field personnel,
such as medical liaisons |
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Role of oncology medical liaisons
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Qualifications and compensation of oncology sales
personnel, including typical salary/bonus ratios
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