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Competitive Benchmarking of Leading Pharmaceutical Companies’ Strategies for Managed Markets
 

This innovative benchmarking program describes in detail the strategies that leading pharmaceutical companies use to achieve preferred formulary status for their key drugs, including:

bullet Organizing and deploying the managed markets sales force
bullet Evaluating and training the managed markets sales force
bullet Sales negotiation strategies/tactics


The report provides comprehensive analysis of each target organization's strategic approach to managed markets, including:

1.   Strategic approach to the managed care marketplace

    bullet Overall sales strategy
    bullet Descriptions of programs / services offered to managed care organizations
    bullet Formulary compliance initiatives
    bullet Physician / consumer education programs
    bullet Disease management
    bullet Other
    bullet How key managed care functions fit into the overall corporate structure
    bullet Deployment of the managed markets sales force segmented by type of account
    bullet National
    bullet Regional
    bullet Government
    bullet Employer
    bullet Other

2.   Organizational strategy for managed market initiatives

    bullet Educational and professional backgrounds of key personnel
    bullet Evaluation methods for key personnel
    bullet Training program
    bullet Compensation of managed care sales representatives

This one-of-a-kind report captures the responses of over 100 practicing oncologists in the United States – as they are asked to rate the effectiveness of leading oncology sales forces in regard to the following attributes:
 

bulletProduct knowledge
bulletDisease-state knowledge
bulletCompetitor product knowledge
bulletSampling frequency
bulletResponsiveness to the needs of the doctor’s practice
bulletCall frequency
bulletTrustworthiness
bulletAnd other pertinent areas…

We not only capture the revealing survey results, but PharmaForce digs deeper by conducting targeted interviews with members of the “best” and “worst” performing sales forces to uncover the reasons for their rankings.

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
 

* Save 5% -- Mention "PharmCast.com" when purchase.

To receive more information about the study, please click on the following "Request for Info" link.

                                       

 

 
 
 
 
 		
  

  

    
    
    



  

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