Competitive Benchmarking of Leading Oncology Sales and Marketing
Organizations in the United States: Key Expenditures and Organizational
Approaches
This program analyzes in detail the marketing expenditures of leading
oncology franchises in the United States and covers 65 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
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: