| This study provides a unique “up-close”
look at the marketing expenditures and sales force structure of leading
companies in the “ever-expanding” vaccine marketplace. It is the
first study ever to benchmark all of the key players in the industry.
We interviewed key marketing personnel at
the leading franchises, and collected detailed information regarding the
following:
 | Sales force deployment (including
physician-focused, medical center and major account groups) |
 | Organizational structure of the
vaccine commercial group |
 | Product portfolio management |
 | Number of details by brand by target
audience |
 | Use of medical liaisons |
 | Product messaging |
 | Sales force compensation |
 | Marketing expenditures by individual
brands |
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
|
 |
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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To receive more information about the study,
please click on the
following "Request for Info" link.
|