| This report examines how physicians at
50 leading hospitals and medical schools interact with the
pharmaceutical industry.
PharmaForce polled influential physicians
at the top medical schools and hospitals in the United States and asked
them about their institution’s policies regarding the following:
 | Faculty participation in speakers
bureaus, advisory boards and research |
 | Representatives’ interactions with
interns and residents |
 | Site access for pharmaceutical
representatives |
 | Samples and vouchers |
 | CME policies |
 | Industry-funded professional travel,
on-site CME and scholarships |
 | Projected changes in sales force size
and structure |
 | Gifting and unrestricted grants |
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:
 | Product knowledge |
 | Disease-state knowledge |
 | Competitor product knowledge |
 | Sampling frequency |
 | Responsiveness to the needs of the
doctor’s practice |
 | Call frequency |
 | Trustworthiness |
 | And 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:
 |
Major conventions |
 |
Representative-initiated physician education programs
|
 |
Clinical trials for approved products |
 |
Advocacy/cooperative group grants
|
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CME programs |
 |
Journal advertisements |
 |
Printed sales materials |
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 |
 |
Role of oncology medical liaisons
|
 |
Qualifications and compensation of oncology sales
personnel, including typical salary/bonus ratios
|
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