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Competitive Benchmarking of Leading Pharmaceutical Companies' Strategies for Leveraging the Medical Liaison Function in the United States
 

This groundbreaking study analyzes how leading pharmaceutical companies are strategically leveraging the medical liaison function.  As a subscriber to this study, you will learn how to best maximize the use of this type of personnel.  For each target company, the study provides the following information:
 

bulletStrategic approach to the medical liaison function
bulletResponse to OIG guidelines
bulletOrganizational structure/reporting relationships by title
bulletDistribution of personnel by business unit/therapeutic area
bulletKey roles by title
bulletTypical salary range by title
bulletDescription of incentive package by title
bulletEvaluation methods

 

The study also analyzes each company's philosophy about the medical liaison function, including:
 

bulletQuantitative and qualitative methods for valuing the function
bulletImplications of Office of Inspector General guidelines and recent litigation on the liaison role

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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