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Datamonitor key insights summary
Promoting and selling drugs is becoming increasingly difficult due to a range of factors
The rising influence of non-physician stakeholders over prescribing decisions complicates the sales process, but also offers opportunities
Effective promotional strategy
Companies need to integrate sales and marketing functions
Datamonitor key insights summary
Companies need to adapt the size and structure of their sales forces
A more customer orientated approach is required
Flexibility in both the size and structure of sales forces is vital to enable companies to adapt to the changing market
The concept that bigger is better in pharma sales forces may be ending due to a number of key trends
Companies and their dependence on targeting
Difficulties in sales representatives
New product launches/ Product Development
Datamonitor key insights summary
The changing market dynamics
Integrated sales and marketing functions
Customer orientated approach
Segmentation
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