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Should You Downsize Your Sales Force?
Whitepaper
The sales force is front and center in the challenge to meet or exceed business growth objectives. Given the broad downturn in the economy, many sales leaders are asking themselves if they should downsize their sales force.
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Make Rebates Work
Article
Pharmaceutical companies are not always getting full value for the billions of dollars they pay managed care companies for market access. Process-driven managed care rebating programs can drive profitability once again.
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Sales Force Effectiveness in an Economic Downturn
Whitepaper
Sales force effectiveness is one of the most powerful growth engines in a downturn. A more effective sales force not only increases market share, but can position companies for future sales and higher profits.
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Drivers of Change to Pharmaceutical Commercial Models
Whitepaper
Pharmaceutical executives frequently lament the industry’s challenges and contemplate the emergence of a new selling model. While changes to the selling model will indeed occur, they will be more nuanced than many believe. A ZS Associates & eyeforpharma Report.
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Image-Based Projective Techniques
Case Study
This case study examines how a ZS client built business intelligence and dashboards that gave its growing sales force access to vital customer information, while managing to slash costs.
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HCP Promotional Education Needs Assessment
Case Study
This case study examines how a ZS client built business intelligence and dashboards that gave its growing sales force access to vital customer information, while managing to slash costs.
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