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The Importance Of Effective Implementation for a Sales Force


Author: Alan Gillies

The key to effective marketing essentially lies in taking action. Someone once said that you cannot score a goal unless you first take a shot, so in marketing terms the best intent in the world is worthless unless you actually go out and do something. Within the pharmaceutical industry, effective marketing is more than just making professionals aware of the products available, it is about a host of other objectives as well, including reputational management, education and positioning. Often, sales and marketing is involved with stating a case and protecting a position, rather than achieving the results in terms of dollar revenue. This subtle interaction of skills makes the selection of a core sales and marketing team very important and many forward-thinking companies engage the services of a pharmaceutical consulting firm to help them implement. More

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Sales Force Effectiveness Requires the Correct Approach


Author: Alan Gillies

Proper incentivisation is critical to the effectiveness of an organisation's sales force. However, the methods of incentivisation are often misinterpreted, poorly devised or glossed over, ultimately leading to low levels of efficiency and morale, poorly motivated individuals and lacklustre results. The pharmaceutical company may be a leader in its field, be very creative and with cutting edge solutions, but the organisation will only be truly effective if its sales and marketing team is well prepared and trained. The team must not only be knowledgeable about the product, its features and benefits, but must be infused with the knowledge, techniques and strategies needed to exist and produce within a highly competitive commercial environment. The sales team must be well established and managed and pharmaceutical consultants have the experience, knowledge and background to enable this objective. More

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