How team selling fits within a complete targeting process
ZS Associates take you inside real pharma industry case studies illustrating the issues that impact targeting processes. Learn how you can get concrete results in the field from targeting, how to identify the weak links in the chain and take-away practical steps to make team selling and targeting work together.

Using Digital Detailing Technologies - Tablet PC- to Improve Product Positioning and Quality of Physician Interactions
Learn how digital detailing technologies can improve product positioning, the quality of physician interactions and provide a closed loop between marketing and sales.

In this interactive workshop we will introduce Marketing and Sales Effectiveness solutions that enables brand and sales team collaboration in order to improve the quality of the customer-representative interaction. You will be shown how to ensure there is no lost selling time, no off-message details, no proof sources left in the car, no compliance issues, no delayed sales aid deployments, and most important... no missed Rx opportunities. We will share with you the earnings of the successful IBM / Proscape implementation at GSK Canada.

Workshop led by IBM and Proscape visit www.proscape.com www.ibm.com/industries/lifesciences

Concrete measures to assess the impact of your CRM project on Sales Force Effectiveness.
The Workshop will be lead by Cegedim CRM experts and will cover real case studies looking at key drivers for successful CRM project management.

Boosting profitability through Customer-Centricity
Learn how to implement a customer centric philosophy in your business for direct impact on your profits. Determine the key steps to understanding your customers, how to integrate your sales force into a multi-channel customer approach and how to deliver superior customer service everytime.

Mobilising your training
Discover how mobile technology can be combined with advanced training techniques, such as simulation-based training, to extend and enhance the opportunities for training and learning by your mobile sales-force in the field. This fully interactive session with simulation based exercises and analysis will evaluate the repercussions and possibilities of mobile training.

Does sales force effort guarantee success?
IMS Health will demonstrate the impact of sales performance learning’s by using interactive tools and applications, giving you ‘hands-on’ experience. Is it enough to rely on the representatives’ efforts to drive sales growth? What kind of influence is exerted by government bodies and hospitals? How is the pharma industry changing to meet the demands of ever-changing environment? How can a sales organisation ensure their efforts are maximised in the marketplace?

Identification of networks and links between prescribers and their impact on sales force effectiveness.

When seeking a personal or business advice we tend to turn to our friends, colleagues and experts for opinions. Physicians also show an incredible bond with their peers when it comes to exchanging opinions, sharing experience and spreading knowledge. During the workshop Dendrite will demonstrate ways of improving effectiveness of your sales force by uncovering and visualising the sphere of influences that drive your target's decision making process.

1. Incentives
Motivate your sales force to smash targets and deliver big profits

5. Measurement
Measuring rep performance and how to replicate success models

7. More physician time
Work smarter to achieve more face time with your physicians

9. Training
Using training to increase motivation, enhance skills and change behaviours

11. Database Management