Competitive Benchmarking of Leading Oncology Sales and Marketing
Organizations in Latin America: Key Expenditures and Organizational
Approaches
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:
Major conventions
Clinical trials for approved products
Physician lunch and dinner programs
CME programs
Cooperative group grants
Printed sales materials
Advocacy group grants
Journal advertisements
Internet-based initiatives
Analysis of the sales and marketing organizations includes:
Size and structure of the oncology sales force
How the oncology product portfolio is managed
Organizational structure of oncology sales and
marketing management
Deployment of other oncology-related field personnel,
such as medical liaisons and reimbursement personnel
Roles of oncology medical liaisons and reimbursement
personnel
Qualifications and compensation of oncology sales
personnel, including typical salary/bonus ratios
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