Customer contribution must become a more important metric, when key account management designation is under consideration. It is no longer acceptable for traditional measures to be used and the pharmaceutical consultant must tell senior management that it needs a better definition of a client’s contribution. There certainly was a time when money was not as [...]
By now, pharmaceutical companies must appreciate the importance of key account management training and how they must always be in possession of the latest, cutting-edge marketing information to enable them to actively solicit and then cultivate major, important accounts. There may be a tendency to concentrate on the establishment of a “system,” where a large [...]
Unfortunately, the process of decision-making is often based on so many, often irrational factors, that the pharmaceutical sales representative has his or her work cut out. Contrary to some opinion, doctors and healthcare professionals do not operate in an emotional vacuum, even though they often have to keep their emotional sides in check to maintain [...]
We have heard in recent times from many of the larger pharmaceutical companies, who tell us how they predict pharmaceutical marketing will change as we go forward. The United States Congress is pushing these companies to tell them how much they pay healthcare professionals as part of their marketing initiatives, during the process of selling [...]
The process of closing a sale is far more than just the mechanics of achieving a result, to provide products and services on the one hand and receive financial remuneration on the other. Highly successful sales representatives understand that they need to take into account strategies, personality types, positions and a host of external influences [...]