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Bharatbook.com Pharmaceutical Sales Training Groups: Building Better Sales Forces (ph89)

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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