Pharmaceutical Sales Training Groups: Building Better Sales Forces (PH89)
This study is developed to research pharmaceutical companies" sales training departments and programs. The report examines sales training department structures, leadership, spending and improvement strategies, along with individual sales department training programs.
Pharmaceutical Sales Training Groups: Building Better Sales Forces examines the inner workings of real pharmaceutical companies" sales training groups and what makes them successful. From per rep spending to leadership structures, and training hours to essential training topics for several key positions, the report details the strategies and processes of some of the industry"s top companies.
Companies Included in Report :
Bayer
Connetics
Daiichi-Sankyo
Forest Labs
Genzyme
Gilead Sciences
Orientare
Pfizer
Solvay
UCB Pharma
Wyeth
Charts & Graphics table of Contents :
EXECUTIVE SUMMARY
Figure E.1: Annual Sales Training Spend per Rep in the Sales Force
Figure E.2: Sales Training Budget Resource Allocation
Figure E.3: Annual Hours of Training Given to Trainers
Figure E.4: New Reps: Total First-Year Training Hours
POSITION BY POSITION TRAINING GUIDE: HOURS, VENUES AND KEY TOPICS
New Sales Reps: First-Year Training
Figure 2.1: New Reps: Total First-Year Training Hours
Figure 2.2: New Rep Training Venues
Figure 2.3: New Rep Average Annual Training Hours by Venue
Figure 2.4: New Reps: Percentage of First-Year Training Spent in Classroom
Figure 2.5: New Reps: Percentage of First-Year Training Spent in Self-Study
Figure 2.6: New Reps: Percentage of First-Year Training Spent in the Field
Figure 2.7: New Reps: Percentage of First-Year Training Spent on Web-Based Material
Figure 2.8: New Rep Training Topics: Breakdown of First-Year Curricula
Figure 2.9: New Rep Average Annual Training Hours by Topic
Figure 2.10: New Rep Training Curricula: Product Knowledge
Curriculum Review and Improvement
Figure 3.15: Annual Veteran Rep Training Curriculum Review/Change
Figure 3.16: Annual New DM Curriculum Review/Change
Figure 3.17: Annual Veteran DM Curriculum Review/Change
Figure 3.18: Annual Sales Executive Curriculum Review/Change
Figure 3.19: Grading Keeping Training Materials Relevant
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