sales force effectiveness
Medical, marketing & sales: making cross-functional working work
September 21, 2010Research and Development, Sales and Marketing marketing, sales force effectiveness, sales representatives
A successful market access strategy requires the close collaboration of all functions within a pharmaceutical company. Most notably, the triumvirate …
Doctors shunning pharma rep visits
May 11, 2010pharma, sales force, sales force effectiveness, sales representatives
More and more doctors in the US are refusing to see pharma companies’ sales representatives, according to new research. The …
Making the matrix work
April 12, 2010Sales and Marketing sales force, sales force effectiveness
The idea of the ‘Matrix Organisation’ has caught on in recent years, but what is it exactly, and what are …
Emerging Markets: finding your way in a Brave New World
March 1, 2010Sales and Marketing Brazil, China, India, Russia, em, emerging markets, sales, sales force effectiveness
Ask almost any pharmaceutical marketer where the future growth lies for the industry, and the answer will be almost certainly …
Soft skills for the commercial manager
February 11, 2010Business Services, Sales and Marketing MSI, leadership, sales force effectiveness, sales representatives, skills
The healthcare industry is changing. In pharma, the new rising commercial leaders, business unit heads, marketing managers, have both business …
New ways of measuring sales performance needed
January 26, 2010Business Services, Sales and Marketing sales force effectiveness, training
Research funded by the Chartered Institue of Management Accountants (CIMA) has helped Cranfield School of Management unveil a new framework …
Working Life: Kevin Crowe
June 23, 2009Sales and Marketing Merck Serono, WL, sales force effectiveness
How did you find your way into your current role?I have worked for several years in the Canadian pharmaceutical industry …
