VIEW on Sales: A Personal Touch


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Product Description

VIEW on Sales

Most pharmaceutical industry leaders agree that the customer remains the one constant in the shifting sales-force model.
“Our goal as an industry has always been to provide physicians with meaningful information that translates into sound decision-making around their patients,” says Amy Jenner, a divisional VP of sales for specialty care at Pfizer. “I don’t believe the economic or legislative environments in which we operate have shifted our sales-force strategy. It is the customer who has shaped and continues to shape our thinking.”
While most of the companies surveyed by Best Practices for a recent report plan to keep their sales forces flat in the upcoming year, 53% of respondents said they expect sales force sizes to increase within the next three years, as products currently in development enter the market, opening up new therapeutic…

Overall Drug and Device Reps’ Access to Physicians
Drug and Device Reps’ Access to Physicians, By Practice Specialty

Thought Leaders
Dave Escalante. VP of Data and Information Solutions, SK&A, a Cegedim ­company that provides healthcare information solutions and research. For more information, visit
Amy Jenner. Divisional VP of Sales for Specialty Care, Pfizer Inc., a pharmaceutical company that applies science to improve health and well-being at every stage of life. For more information, visit
Eric Newmark. Research Manager, Business Systems Strategies, IDC Health Insights, an advisory services and market research firm that closely follows the payer, provider, and life-sciences segments of the healthcare industry. For more information, visit
Matthew Rue. Senior VP, ­Marketing, Oceana Therapeutics Inc., a ­privately held specialty pharmaceuticals ­company focused on redefining the way ­illnesses are treated. For more information, visit