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Pharmaceutical Sales Management: Sharpening Customer-Centric Strategies to Restore Access and Strengthen Relationships

WEST HARTFORD, Conn., April 8, 2014 /PRNewswire-iReach/ -- Global Information Inc. announces the addition of a new market research report "Pharmaceutical Sales Management: Sharpening Customer-Centric Strategies to Restore Access and Strengthen Relationships" at GIIResearch.com.

New regulations and technology have caused pharmaceutical sales forces to adjust their approaches when targeting physicians. In today's sales environment, companies encounter a range of challenges and opportunities: physicians joining networks, budget restrictions causing lower cost per rep, a move toward key account management (KAM), and an increased emphasis on customer-centric strategies.

This report explores the new strategies and tactics sales forces use to overcome access barriers and provide customer value in today's increasingly restrictive landscape. The benchmarks within this report will help companies increase physician access and meet sales goals. It includes industry leaders' strategies for optimizing client contact as well as key performance metrics and benchmarks focused on activity levels, staffing, hiring, investment and compensation.

Pharmaceutical sales forces have responded to emerging regulations and rapidly changing technology by altering their methods for communicating with physicians. The data and analysis contained in this report will help you answer many questions as your company adjusts to these changes. 

Table of Contents

CHAPTER 1: MAXIMIZING CUSTOMER CONTACT >WITH PHYSICIAN ACCESS STRATEGIES

CHAPTER 2: SECURING RESOURCES FOR SALES FORCE SUCCESS

CHAPTER 3: STAFFING EFFICIENT FIELD FORCES >IN TODAY'S SALES ENVIRONMENT

CHAPTER 4: HARNESSING EMERGING TRENDS TO TRANSFORM SALES FORCES

More detailed information is available at: http://www.giiresearch.com/report/cei297584-pharmaceutical-sales-management-sharpening.html

Media Contact: Joe Malley, Global Information, Inc., 860-674-8796, [email protected]

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SOURCE Global Information, Inc.

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