Pharma Sales Force Management Discussed in New Insightful FirstWord Report

18 Oct 2012 • by Natalie Aster

Sales force management now plays a critical role in guiding marketing changes and improving prescribing opportunities. New sales force skills, tools and strategies are currently needed to meet the requirements of individual physicians. Yet fewer than 25% of the big pharma companies are currently making such changes, and many companies are getting left behind.

A new report from FirstWord Dossier «Pharma sales force shape, size and structure — where next?» analyses the key issues influencing sales force objectives and structure; how some pharma companies have restructured their sales and marketing channels, and whether these changes have been successful or not.

Report Details:

Pharma sales force shape, size and structure — where next?
Published: July, 2012
Pages: 68
Price: US$ 395,00

«Pharma sales force shape, size and structure — where next?» includes advice from 11 leading pharmaceutical sales representatives and marketing experts about how companies can combine new sales force skills, technology and flexibility to build efficient sales rep relationships with increasingly busy doctors. The report also focuses on what doctors really value about sales reps.

Key Report Features

  • External and internal forces affecting today's sales revenue 
  • Signs that a company needs to make structural changes 
  • Keys to developing a successful new corporate structure 
  • Insight into what physicians really want from sales reps 
  • The right resources to optimise pharma sales efficacy 
  • The successes and failures of other company restructuring 
  • Effects of mergers and acquisitions on today's sales forces 
  • Ways to transform dialogue through technology

More information can be found in the report “Pharma sales force shape, size and structure — where next?” by FirstWord.

To order the report or ask for sample pages contact


MarketPublishers, Ltd.
Tanya Rezler
Tel: +44 208 144 6009
Fax: +44 207 900 3970