Sales Effectiveness and ROI
E-Detailing: Stimulating Food For Thought
Detailing is a long-standing way of pharmaceutical companies telling doctors about their drugs in a one-to-one sales call.
Why pharmaceutical marketers must measure return on investment (ROI) to ensure profitable eDetailing campaigns
All types of pharmaceutical marketing should be subject to careful analysis of costs and financial return. eDetailing, although a relatively new marketing method, must not be treated differently from any other off- or online marketing activity and the return on investment (ROI) of an eDetailing programme is essential to ensure success.
Navigating the eDetailing Maze
eDetailing is currently under consideration by many pharmaceutical companies as a way to maximise sales force time, cut costs and increase physician prescribing. eDetailing is not a single entity but can take many different forms: from remote live discussion with a sales rep to a purely scripted interaction with a web site or an Interactive Voice Response phone line.
eDetailing in 2006 and Beyond
Colin Williams, e-Marketing Director at PharmiWeb Solutions takes a look at the current edetailing landscape and suggests what the future could hold for this much talked about tool for pharmaceutical marketing and sales departments.
Improving Sales Force Effectiveness with Digital Technology Part 1: eLearning
Pharmaceutical companies depend on their sales force to build strong relationships with physicians. However, a Forrester report stated that traditional detailing has 'reached the end of its rope’. The report stated that doctors generally don’t trust sales reps and are increasingly not seeing them.
Improving Sales Force Effectiveness with Digital Technology Part 2: eDetailing and its ROI
eDetailing is being discussed by the majority of pharmaceutical marketing and sales departments as a way to utilize sales force time more efficiently while saving costs and increasing sales.
Marketing to Win Market Share - The Role of Doctor Sentiment and Benchmarking
Pharma marketing should and must give measurable return on investment (ROI) from marketing activities. This is not only possible but absolutely crucial in the current climate of decreasing margins and increased competition.
Marketing ROI: The role of predictive mathematics
Do you really know which of your sales and marketing activities will increase or decrease your market share and by how much? Perhaps you think putting more sales reps on the road or eDetailing will do the trick. Maybe you believe increasing journal advertising, publicity and opinion leader programmes or jumping on the bandwagon of the next buzz initiative will have the desired effect. The fact is, implementing any, or all, of these activities will not necessarily improve your position.
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