Table of Contents VIEW on Sales Training May 2006 Letter from the Editor The Forum Sales Training: More important than ever. Knowledge, relationship building, and technology are some of the key factors that can make a good rep a great rep. Company Listing by Topic of Interest Content and Design inVentiv Health — Transferring the Learning Independent of the type of training initiative, companies need to consistently answer the question in the learner’s mind, “What’s in it for me?” To the trainer the answer may be obvious, but it should never be assumed that the trainees make all the connections between the data presented and the value or impact the information offers in a selling situation. PLEXUS Learning Designs Inc. — Maximize Training Investment — Regenerative Learning Elements: Share, Stratify, and Adapt With more company mergers and salesforce consolidations, companies are promoting portfolios of products, which is leading to more sales organizations selling multiple products. Therefore, it is critical to streamline the volume of information that is assigned to the sales professionals. E-Learning NXLevel Inc. — The Onboarding Continuum — Using E-Learning to Extend Reach and Results There are numerous realistic technological solutions to improve onboarding success and enhance employee performance and satisfaction. Relationship Building AchieveGlobal — Systematic Relationship Building is Key to Pharmaceutical Sales Success Pharmaceutical salespeople know their products’ features — and those of competitors — inside and out. Yet most reps have had little training in building relationships not only with the doctor, but with staff at all levels of a healthcare provider organization. And ultimately, it is trust-based relationships that foster true success. CMR Institute — Training for Increased Effectiveness In addition to enhancing relationships with physicians, in-depth knowledge around disease-state areas, broadened with business ethics, skilled management, and industry knowledge can improve retention and allow representatives and managers to be more successful. Sales Effectiveness TNS Healthcare — Optimizing Sales Performance by Building Brand Commitment Developing high-performing reps is an industry priority. Yet in spite of an annual investment of $24 billion, companies are missing the mark on creating programs that improve sales results. In fact, a host of factors — from declining rep productivity to diminishing physician access — point to a drop in sales effectiveness. Wilson Learning Corp. — Rebuilding the Trust — Sales Managers Lead the Charge Trust is the differentiating factor that will allow companies to experience a quantum leap in sales effectiveness. Strategic Leadership Campbell Alliance — Positioning Sales Training as a Strategic Role in Your Organizations Those salesforces that best understand the changing marketplace and deliver valuable information to physicians will differentiate their companies over the next several years. Marketplace Company and Advertiser Listing in Alphabetical Order AchieveGlobal Campbell Alliance CMR Institute inVentiv Health NXLevel Inc. PLEXUS Learning Designs Inc. The Society of Pharmaceutical & Biotech Trainers TNS Healthcare Wilson Learning Corp. Worldwide Business Research I

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