U.S. Hospital Sales Opportunities Maximized Through Functional Optimization

Saturday, August 16, 2008 General News J E 4
CHAPEL HILL, N.C., Aug. 15 The U.S. hospital marketplaceis multifaceted and can be divided into multiple market segments. In thischallenging marketplace, pharmaceutical and biotechnology sales people mustnegotiate increasingly complex organizational and decision-making structuresto effectively represent their brands. Hospital formulary decisions are notonly being influenced by medical professionals focused on efficacy and safetybut also by administrative personnel focused on operational efficiency andcost. Impactful benchmark research originally conducted by Best Practices, LLCin 2006 focused on understanding the variables in developing an effectivesales force to service the hospital marketplace has been updated and publishedwith comparisons drawn between current and historical data as appropriate.

In a benchmarking study that included such influential companies asAbbott, Astra Zeneca, Bayer, Eli Lilly, GlaxoSmithKline, Johnson & Johnson,Novartis, Pfizer, Procter & Gamble, Sanofi-Aventis, Schering-Plough, andWyeth, key benchmark metrics and executive insights provide a basis forinforming decision-making around critical structure, resource and processplanning and execution.

For a complimentary summary of the full report "Sales Force Effectiveness:Benchmarking the Resources and Structure Required to Service the U.S. HospitalMarketplace," click on the following link .

For more information on this report, contact Robert Naylor or (919) 767-9244. To access the full report ordownload a complimentary copy of the report summary, go to


Best Practices, LLC, conducts work based on the simple yet profoundprinciple that organizations can chart a course to superior economicperformance by studying the best business practices, operating tactics andwinning strategies of world-class companies. For more than 15 years, ourhighly credentialed research staff has conducted primary research exclusivelyfor our Fortune 500 client base.Key topic areas in the research include: -- Targeting Key Decision Makers and Influencers -- Hospital Sales Force Alignment, Structure and Support -- Hospital Sales Force Training -- GPO Focus -- Lessons Learned

SOURCE Best Practices, LLC


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