Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - (Page 2) CONTENTS Contents Sales Force Rules of Engagement Anthony Morton-Small and David Ziedman As companies begin to restructure their sales functions, which model will be right for your organisation? page 4 Commercialisation Models New Model Pharma Frank Wartenberg and Markus Gores Following extensive reforms, the German market presents new challenges to companies operating in the region. page 9 Welcome to Tomorrow H ere at Pharmaceutical Executive Europe, we’ve been writing about the evolution of the pharma sales environment for a long time. In this focus supplement, in conjunction with IMS Health, we look at the rules that will govern the sales force in this new landscape and examine in-depth the example of the German pharmaceutical market, whose 2007 reforms are changing commercialisation models dramatically. Far from the “hire as many people as possible, put them in the field and hope for the best” model of yesteryear, the industry is beginning to wake up to the fact that it’s the quality, not the quantity, of its sales representatives that will determine its success. For many companies, moving from the old to the new model can be fraught with difficulty, interfering with current operations and proving unsustainable. Companies wishing to survive the continually shrinking stakeholder pool and an increasing economic focus must revise commercialisation models to pay heed to these new priorities. Crucially, the industry is beginning to realise that its approach to change must be holistic. What is required in the end is not simply a case of implementing superficial adjustments, but of utilising a new business model to prepare for the brave new world of pharma in the 21st century. 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Table of Contents Feed for the Digital Edition of Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 Pharmaceutical Executive Europe - February 2008 Contents Sales Force Commercialisation Models Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Pharmaceutical Executive Europe - February 2008 (Page 1) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Contents (Page 2) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Contents (Page 3) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Sales Force (Page 4) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Sales Force (Page 5) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Sales Force (Page 6) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Sales Force (Page 7) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Sales Force (Page 8) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Commercialisation Models (Page 9) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Commercialisation Models (Page 10) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Commercialisation Models (Page 11) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Commercialisation Models (Page 12) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Commercialisation Models (Page 13) Pharmaceutical Executive Europe - IMS Sales Environment Supplement - February 2008 - Commercialisation Models (Page 14)
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