Business benefits
Field forces are the first to feel the impact of the complex new dynamics that characterise today's pharmaceutical markets. As competition for physician time intensifies and influence networks become more important, improving the productivity of sales forces is a growing challenge.
Segmentation and profiling are essential to efficiently providing the right information and support to the right prescribers. Delivered in the local language, this half-day workshop will identify techniques for optimising segmentation and profiling, and is ideal for enlivening large sales force conferences (up to 1000 participants). It can also be used to generate buy-in to a company's own market segmentation and profiling system, interfacing with existing electronic territory management or customer relationship management systems.
Benefits for participants
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Learn the theory behind physician profiling and segmentation techniques, including the company's own internal system, concentration curves, S curves, and attitudinal theories
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Gain the skills to build effective call plans
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Understand how to allocate the right promotional materials
Who Should Attend?
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Sales representatives
A full programme is available to download
