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Overcoming Pharmaceutical Sales Force Challenges in Canada


Cutting Edge Information

2008-04-01 03:28:00

Overcoming Pharmaceutical Sales Force Challenges in Canada

RESEARCH TRIANGLE PARK, NC–( EMWNews – April 1, 2008) – Canadian pharmaceutical

companies have a myriad of barriers for sales forces to overcome, according

to Canadian companies and divisions surveyed in Cutting Edge Information’s

new report “Canadian Pharmaceutical Sales Management” available for

download at: Provincial differences,

hospital formularies and cost controls were cited as the three biggest

trouble areas for companies, regardless of their size.

On a provincial basis, there are differences in prescribing practices and

formularies. These challenges are further complicated when combined with

differences of expendable income of the individual provinces. Likewise,

hospitals themselves often have internal formularies, which mean sales

representatives with hospital clients are essential in earning and

maintaining a drug’s position on that hospital’s formulary. Furthermore,

because of its diverse population and culture, Quebec garners strong

attention by market access and sales management.

“While many nations have the luxury of a uniform approach, Canada must

adhere to the various provincial requirements,” says David Richardson, a

senior analyst for Cutting Edge Information. “This causes pharmaceutical

companies a great deal of strain as they try to secure the greatest market

share for their sales forces.”

This report was designed to address issues that salespeople in Canada are

facing on a day-to-day basis. Outlined within the report are various

findings on physician access, guideline management, and techniques that

sales teams are employing in the pharmaceutical arena.

Other topics covered by this report include:

--  Cost per detail

--  Structures and headcounts

--  Product prioritization, territory alignment and coordination

--  Recruiting, hiring and training

--  Sales compensation and reward programs

--  Segmenting and targeting

--  Overcoming reduced physician access

--  Optimizing time earned with physicians


To download a free, online summary of this report, visit

David Richardson


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