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Sales Force Effectiveness/Productivity
You can order and pay for reprints by credit card online or you can Download the Order Form to pay by credit card or check offline or to be invoiced.
Through articles and real-world case studies this Special Supplement presents the collective wisdom of many marketing experts who offer solutions to the problem of decreasing sales rep effectiveness and decreasing return on the physician marketing dollar.
The information in this Special Supplement is certain to give you a better understanding of the issues relating to physician access and how to improve the effectiveness of your physician marketing and sales campaigns.
ONLY $29.95
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Topics covered include:
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MERGE Rx recognizes this need and offers a new generation of Web-enabled software that helps pharmaceutical companies manage physician interactions -- including key opinion leader (KOL) management, phaseIV trials, and eDetailing -- from a single, secure and scalable access point.
Topics and issues covered include:
Before you buy this reprint, take a look at the Sales Force Effectiveness Reprint Package, which contains this reprint and other articles on the topic of sales force effectiveness.
Before you buy this reprint, take a look at the Special Supplement: eDetailing, which contains this reprint and other articles on eDetailing and ePromotion to physicians.
Click Here for Full Text - FREE! (pdf).
Medical journals may soon become the pharmaceutical industry's newest physician marketing partner. On Friday, February 15, 2008, the FDA published its draft guidance on "Good Reprint Practices for the Distribution of Medical Journal Articles ... on Unapproved New Uses of Approved Drugs..."
This article summarizes some of issues raised by FDA's proposal that pundits and experts are debating on the Internet, in the press and in official comments submitted to the FDA. It also presents preliminary results of an online survey sponsored by Pharma Marketing News.
Topics and issues covered include:
Before you buy this reprint, take a look at the Sales Force Effectiveness Reprint Package, which contains this reprint and other articles on the topic of sales force effectiveness.
Before you buy this reprint, take a look at the Special Supplement: eDetailing, which contains this reprint and other articles on eDetailing and ePromotion to physicians.
Before you buy this reprint, take a look at the Special Supplement: eDetailing, which contains this reprint and other articles on eDetailing and ePromotion to physicians.
Topics covered include:
Special Supplement: Increase Physician Access and Detailing Effectiveness
Everyone knows that pharma sales reps are less effective than they used to be. Although the pharmaceutical sales force has doubled between 1995 and 2000, the number of audited calls has only increased by 10%.
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TABLE OF CONTENTS
LIST OF FIGURES
Are Sales Reps Necessary?
Steve Woodruff, Founder and Principal Consultant of Impactiviti, and John Mack team up to review eyeforpharmaÂ’s Sales Effectiveness conference, which was co-located with the eCommunication & Online Marketing Conference.
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Big Pharma Sales Analytics for the Rest of Us
OnDemandIQ Inc., a Los Angeles based company, provides OnDemandIQ Insights' Life Sciences, which is an affordable web-hosted business intelligence solution for smaller companies.
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Branded Physician Education: How to Integrate Promotion and Education
MedPoint Communications, a marketing and educational services company headquartered in Evanston, IL, manages multi-channel, 'within label medical education' programs for its pharmaceutical clients.
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California's Physician Prescribing Act: A History of Twists and Turns
This article traces the changes in California's Physician Prescribing Act (AB 262) as it wended its way through various committees. It describes the provisions that may limit the use of physician prescribing data by pharmaceutical marketers, identifies organizations that have taken a position in favor and against the bill, and discusses the arguments on both sides of the issue.
The Changing Landscape of Physician Interactions
Pharmaceutical companies are under increasing pressure to reduce costs, speed the time-to-market for new products and ensure that physicians are informed and educated about their products.
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A Crisis in Professional Detailing
Two physicians -- one a specialist (cardiologist) and one a primary care physician -- offered their insights on how pharmaceutical companies can improve their relationships with physicians.
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Effective Physician Marketing at Medical Meeting Exhibits
This article describes best exhibit marketing practices and how to measure the effectives of your exhibit.
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eDetailing Strategies for a Higher Physician Response
Most pharmaceutical firms have piloted eDetailing programs and scaled them successfully. However, although Traditional eDetailing has been around for at least 5 years, marketers must expand the definition of eDetailing. To this end Croom offers a Best Practice Guide for eDetailing to help pharma marketers optimize the reach and impact of eDetailing.
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The European eMarketing Scene: Desperately Seeking Strategy
The pharmaceutical industry is struggling to develop an eMarketing strategy in Europe, which is comprised of many relatively small markets (the member countries of the EU) having significant cultural and language differences.
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European Online Marketing Survey Results
This article presents selected results from a survey of pharmaceutical experts on eDetailing and Online Marketing conducted in 2005 by eyeforpharma, MediQuality, and PharmiWeb Solutions.
Facilitating Physician Access and Education Through Online Conferencing
Access to physicians is becoming more and more of a problem. Doctors need immense amounts of medical information, but their patient loads limit their ability to see pharma sales reps or attend conferences or other educational activities away from their offices at such venues as local restaurants and hotels. And it is impractical to bring KOLs and experts into the physician's office. One way to bring these resources to physicians is through Web conferencing. This report describes MedConference, a turnkey system that is being used effectively to host 6,000 live online events per year, attended by some 300,000 physicians around the world.
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FDA's Good Reprint Practices Guidance
Pros and Cons of the Proposed Rules for Distribution of Off-Label Information
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Finding the "Right Stuff" to Revitalize Sales Productivity
Declining sales force productivity is a major issue on the minds of sales managers and corporate executives of pharmaceutical companies large and small. More and more physicians are limiting face time and closing their doors to sales reps. The nature of sales detailing has changed over the years and the time has come to reassess the process and potential of this sales channel. The solution, according to Hossam Sadek, VP of Sales Force Effectiveness, IMS Health, is for pharmaceutical sales management to place greater attention on the quality of the physician-rep relationship than on traditional representative activity metrics such as number of calls per day. By focusing on relationships and the metrics that drive relationships, pharmaceutical companies enable their reps to deliver tailored messages that truly impact the prescribers in their territory
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Free Gifts to Physicians: What's the Big Deal?
Pharma Marketing News hosted an online survey and a Pharma Marketing Expert Roundtable discussion on the topic of pharma gifts to physicians. This article summarizes the findings of that survey and includes comments and insights from survey respondents and Roundtable members.
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Growing Pharmaceutical Sales Utilizing Six Sigma and Lean
Six Sigma and Lean have been used for more than two decades to improve manufacturing operations in every industry around the world. This interview with an industry expert offers insights on how Six Sigma and Lean principles can be applied to improve efficiencies in pharmaceutical sales and marketing.
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Hard Sell: The Evolution of a Generation X Salesman
This scathing review of the book 'Hard Sell: The Evolution of a Viagra Salesman,' which is a tell-a-lot-but-not-all about pharmaceutical sales, explores the connection between flagging sales force effectiveness and the generation gap between Boomers and Gen-Xers. 'Dude,' read it!
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The Impact of eDetailing: Will it Complement, Replace, or Become Integrated with the Sales Force?
The number of pharmaceutical sales representatives has increased sharply in recent years. More than 90,000 representatives compete for the attention of 650,000 practicing physicians, only 125,000 of whom are top-tier prescribers. Some people, maybe physicians most of all, hope that online detailing (eDetailing) will reduce the number of office visits from all these pharmaceutical sales representatives chasing after the same docs. This article reviews a presentation on this provocative topic made by David Hauben, Director of eBusiness at Aventis Pharmaceuticals.
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Increase Prescription Sales with Smart Tools
Realizing the limitations of the printed package insert (PI), Wellscape, a technology company that provides software solutions designed to improve patient care has developed Smart-PI, which distills complex prescribing information and packages it in portable, stand-alone real-time tools accessible from web sites and available for desktop and Tablet PCs and PDAs.
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Intelligent Online Sampling Strategies
New online strategies have made eSampling a tool for significantly expanding targeted physician and sample coverage. Applications include accelerating new product uptake, efficiently maintaining physician coverage for mature brands, covering hard to reach physicians and driving patient demand.
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Managing Cross Boundary Issues
Pharmaceutical companies are notorious for their functional and organizational silo structure built around brands. Strategic issues that cross silos -- i.e., cross-boundary issues such as getting marketing and R&D working together, getting a more coordinated global approach to marketing, or getting companies to work better in marketing alliances-are thornier than most because managers don't control all the necessary resources and communication and trust are often weak.
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Marketing's Role in Limiting Physician Access and What to Do About It
The pharmaceutical industry has only itself to blame for limited physician access and two minute sales calls," claims Gerald J. Acuff Jr., Chief Executive Officer, Delta Point, a sales agency that enhances the effectiveness of sales representatives. He was speaking at the recent Gaining Physician Access conference hosted by the Center for Business Intelligence in Philadelphia. This review of Mr. Acuff's presentation includes the following points covered in the presentation: physician survey data about what physicians value in a sales rep; How did the pharmaceutical industry get into this mess? What is the number one people skill that pharmaceutical companies don't teach that they should? What was marketing’s role in limiting physician access and how can they correct it? How does sales messaging impact physician access?
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Merck Rejiggers Its Marketing Mix
Adam Schechter, President of Merck US Human Health, made this statement not long ago at a Goldman Sachs healthcare conference: 'Industry must embrace new ways of engaging physicians on their terms.'
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Mobile Medical Reference: An Effective Door Opener for Sales Reps
Pharmaceutical companies are searching for new, creative solutions to the problem of decreasing sales rep effectiveness. One such solution is to provide physicians with value-added smart tools to allow them instant access to up-to-date prescribing and treatment information.
Full Text Available - FREE.
| A Novel Approach to Communicating with Physicians |
This article describes a patent-pending technology developed by MagicMedia Communications. It offers a novel way for pharmaceutical sales representatives to "talk" to a doctor...even when face-to-face discussion is not possible! We won't give the secret away here. You'll have to read the article!Order and pay for this reprint now using your credit card... ONLY $4.95
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| Pfizer France: Viva la SFE Difference! |
Our European correspondent interviews Annick Pichavant Ruty, VP of Sales for Pfizer France. Surprisingly, according to Ms. Ruty, lack of sales rep time with physicians is not a problem for Pfizer France but she had other internal issues that needed to be addressed to build an effective sales force.Order and pay for this reprint now using your credit card... ONLY $4.95
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| Predictive Physician Marketing |
Now there is a method proven to predict the success of a campaign prior to launch. The ProSigma Detail Model created by TargetRx, a marketing information services company located in Horsham, PA, helps pharmaceutical marketers develop the best detail and detail piece to drive prescribing behavior.Order and pay for this reprint now using your credit card... ONLY $4.95
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| Reinventing the Sales Model |
TNS Healthcare experts talk about moving beyond current approaches to a new sales model.Order and pay for this reprint now using your credit card... ONLY $6.95
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| The Role of Tablet PCs in Pharma Sales and Marketing |
This article summarizes different aspects of this latest innovation in portability and performance and how they could be used to increase sales force effectiveness in both the primary care and hospital-based environments.Order and pay for this reprint now using your credit card... ONLY $4.95
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| Sales Effectiveness Meets eMarketing |
Steve Woodruff, Founder and Principal Consultant of Impactiviti, and John Mack team up to review eyeforpharmaÂ’s Sales Effectiveness conference, which was co-located with the eCommunication & Online Marketing Conference.
Click Here for Full Text - FREE! (pdf).
| Sales Rep Assessment: Shoot the Messenger, the Message, or Both? |
This article is a review of Metamorph, Inc.'s methodology of using specially trained physicians to assess and validate sales strategy, marketing messages and sales aids of pharmaceutical companies based on real-time calls with reps using a standardised set of data points.Order and pay for this reprint now using your credit card... ONLY $6.95
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| Sales Reps Debate Their Value |
When pharmaceutical sales reps are asked about the value of sales reps, you get some surprising comments.Order and pay for this reprint now using your credit card... ONLY $2.95
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| The Targeted Model: The Future of Pharmaceutical Marketing? |
Remember the good days of pharmaceutical marketing? When pharmaceutical reps and doctors had personal relationships? When the sales rep was the dominant influencer of physician prescribing behavior? When reps were knowledgeable and provided the physician with useful information that couldn't be gotten anywhere else?Order and pay for this reprint now using your credit card... ONLY $9.95Before you buy this reprint, take a look at the Sales Force Effectiveness Reprint Package, which contains this reprint and other articles on the topic of sales force effectiveness.
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| Whose Data Is It Anyway? |
Pharma Marketing News hosted the Pharma Use of Rx Data Survey in June, 2006 and asked respondents to weigh in on several issues regarding the collection and use of Rx data by pharmaceutical companies.Click Here for Full Text - FREE! (pdf).
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