Segmentation and Sales Force Effectiveness

The cost of pharmaceutical selling is substantial, accounting for up to 40 percent of all promotional spending.  Faced with fierce competition, sales organizations are continually challenged to do more with less.  IMS provides complete, accurate intelligence and tools to help meet our clients’ challenges – from distribution management and promotional allocation to identifying sales opportunities and monitoring the competitive landscape.  We work with our clients to:

• Conduct comprehensive competitive analyses pre- and post-launch to gauge and spur sales effectiveness.
• Correlate prescribing patterns with sales call frequency.
• Determine which territories are best handled by internal sales teams versus outside contract organizations.
• Monitor market share over time within specialty areas such as managed care and long-term care.
• Identify key prescribers driving brand performance.

	To learn more about how IMS can help your company, contact us. For regional contact information, click here.

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