8 May 2003

Maximizing ROI in Branded Pharmaceuticals

The key is engaging physicians. This means increasing the quality -- not quantity -- of your sales force.

by Thomas Hartley
Pharmaceutical sales executives are under increasing pressure to maximize return on their companies' R&D dollars. Fully engaging physicians is key -- a goal that can only be met by top-notch salespeople. These four smart strategies will help you improve the quality of your sales force.
Thomas Hartley, Ph.D. was a Research Director at Gallup.
The content you are attempting to access is for subscribers to the Gallup Management Journal. You can subscribe by choosing the GMJ as one of your subscription selections under My Account. If you are already a subscriber, please log in.
Login
Subscribe
Subscribe To GMJ
See Also

2008 Gallup Well-Being Summit

The 2008 Gallup Well-Being Forum brings together world-renowned research scientists and nationally recognized leaders from healthcare, government, and industry to understand and explore crucial issues that affect the well-being of the world's 6 billion citizens.

The event will take place Sept. 22-24, 2008, at the Gallup Building in Washington, D.C. . To learn more about the event or to register, visit the Gallup Summit Fall 2008 page on the Gallup Consulting Web site, or contact Mary Penner-Lovci (212.548.2940, Krista Volze (402.938.6001) or Amy White (609.279.2233).

For a complete schedule of learning opportunities, visit the Gallup Learning Events page.

Copyright © 2008 Gallup, Inc. All rights reserved.
Gallup®, A8™, Business Impact Analysis™, CE11®, Clifton StrengthsFinder®, the 34 Clifton StrengthsFinder theme names, Customer Engagement Index™, Drop Club®, Emotional Economy™, Employee Engagement Index™, Employee Outlook Index™, Follow This Path™, Gallup Brain®, Gallup Consulting®, Gallup Management Journal®, GMJ®, Gallup Press®, Gallup Publishing™, Gallup Tuesday Briefing®, Gallup University®, HumanSigma®, I10™, L3™, PrincipalInsight™, Q12®, SE25™, SF34®, SRI®, Strengths Spotlight™, Strengths-Based Selling™, StrengthsCoach™, StrengthsFinder®, StrengthsQuest™, TeacherInsight™, The Gallup Path®, and The Gallup Poll® are trademarks of Gallup, Inc. All other trademarks are the property of their respective owners. These materials are provided for noncommercial, personal use only. Reproduction prohibited without the express permission of Gallup, Inc.