文档介绍：HEALTHCARE
Pharmaceutical Sales Force Strategies
Driving ROI through best practice in targeting, management,
outsourcing and technologies
By Steven Seget
TLFeBOOK
Steven Seget
Steven Seget is Principal at Delphi Pharma, and provides independent strategic
consulting services to the pharmaceutical and biotechnology industries. Steven
previously managed the strategic healthcare consulting function at Datamonitor and
graduated from the London School of Economics in Accounting & Finance.
sseget@
Delphi Pharma provides strategic, financial and market–based solutions to clients,
focusing primarily on the business development and licensing functions. Delphi
bines an extensive work, applied analytical expertise and an
established track record to deliver high value results and measurable impact to its
clients.
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TLFeBOOK
Table of Contents
Pharmaceutical Sales Force Strategies
Executive summary 10
Pharmaceutical sales force landscape 10
Sizing, structuring and targeting 11
Recruiting, training and rewarding 12
Enabling technologies 13
Outsourcing and partnering 14