Pharmaceutical companies are continuously building pressure on their sales and marketing force in order to generate higher Return on Investments. In addition the cut throat competition in this industry compels the market participants to pressurize for better sales. Few decades back the sales call by the sales representative was inclined more towards long-term relationship built on the basis of knowledge and benefits to the patients. The present trends have taken a move towards luring the physicians on the basis of personal incentives and benefits. Such trend in the industry is playing a major role in declining the reputation of the industry as well as its sales force. The physicians now try to minimize their interaction with the sales representative because of their changed perception about the sales representatives. This kind of behavioral shift is affecting the company’s sales and relationship which might lead to a complete failure for a company in future. In such a scenario the effectiveness of the sales representatives is crucial for maintaining the relationship with physicians. The companies are continuously exploring for increasing the effectiveness of the sales force. These companies are tracking and monitoring the activities of their sales force. Maximum of these efforts are leading to the increasing the efficiency rather than increasing the efficiency hence all the efforts are falling short. The concept of sales force effectiveness is a complicated task however this can help the pharmaceutical companies in regaining their reputation, increasing the sales and productivity.   see less

Pharmaceutical companies are continuously building pressure on their sales and marketing force in order to generate higher Return on Investments. In addition the cut throat competition in this industry compels the market participants to pressurize fo ....see more