SALES FORCE EFFECTIVENESS 2007

Take advantage of these interactive roundtables to get to grips with current challenges. Take part in small group discussions to provide insights, brainstorm, and hear best practices on the most pertinent issues. In addition, the Idea Exchange Roundtables are an excellent opportunity for you to build good relationships with industry colleagues and experts.

THE FUTURE OF THE BIG PHARMA BUSINESS MODEL

Does the industry recognise the need for change? Is pharma open to new ideas?

WHAT WILL PHARMA COMPANIES DO WITH THEIR SALES MODELS IN THE COMING YEARS?

A projected look at the future and what the key opportunities and threats
are to phama sales profitability

CUSTOMER FOCUS STRATEGIES

Integrate and leverage detailed customer information to determine, predict and benefit from customer behaviour

TRAINING & DEVELOPMENT

SFE starts with the Rep: How do you maximise the impact of training in building an effective sales force?

PERFORMANCE MANAGEMENT

As influence networks proliferate, what's the best way to reward performance?

PRODUCT COMPLIANCE IN THE PHARMACEUTICAL INDUSTRY

Receive advice on how you can ensure compliance of your sales and marketing
processes

INCENTIVES

Key essentials for assessing the value of incentive schemes: Which ones work and which are ineffective?

PROMOTIONAL RESPONSIVENESS

More access with fewer resources: How do the various promotional channels interact and what’s the most effective way to allocate resources?

TARGETING AND SEGMENTATION – TUNE INTO THE RIGHT FREQUENCY

Key essentials for assessing the value of incentive schemes: Which ones work and which are ineffective?

SALES TECHNOLOGY INTEGRATION

How to plan, design and implement the right sales solution for your product, market and sales force

ACHIEVE OPTIMAL SFE WITH SALES AND MARKETING INTEGRATION

Towards customer-centric selling: How can you persuade your sales and marketing teams to co-operate?

CUSTOMER INTERACTION ISSUES IN YOUR LOCAL MARKET

Ever wondered how your colleagues and competitors handle sales force challenges in your country? Have all of your questions answered in the country-specific roundtables that focus on the
challenges unique to your country.

FRANCE

Comment surmonter les problèmes d’accès à la clientèle? Segmentation et ciblage: vos stratégies sont-elles à la pointe du savoir technologique actuel?

ITALIA

Dati e informazioni carenti: Ottimizzare il dialogo con i vostri clienti attraverso strumenti innovativi ed effi caci per la segmentazione e il targeting.

UK

How to develop partnerships with the NHS for mutual benefit.
Led by Jason Harrison, Head of Partnership Development Pfizer UK &
Co-leader, ABPI’s Reputation of the Industry Programme.

SCANDINAVIA

How can you overcome the issues and challenges of the Scandanavian market place?

DEUTSCHLAND

Diskussieren Sie, wie der Außendienst Ärzten Added Values anbieten und mit ihnen enger in kundenzentrierten Strategien zusammenarbeiten kann.

ESPAÑA

Explore la forma más efectiva de sacarventaja al aumento de médicos (espanoles) usuarios de internet.

CENTRAL AND EASTERN EUROPE (CEE)

Optimise your targeting and segmentation techniques for cost-effective resource allocation

BENELUX

Discuss the opportunities and barriersto success in the Benelux market