Program


Download a sample of confirmed delegates 2012 – Proceed here

TO SEE DETAILED BREAKDOWN OF TOPICS PLEASE REQUEST THE FULL PDF AGENDA.

STREAM A:
SFE, CRM, KAM, remodeling the sales force, new digital sales channels and new
technologies and more…

STREAM B:
Advanced sales training, developing extra skills for achieving superior performance, metrics and measuring sales performance and more…

DAY 1 OVERVIEW – 28th February 2012

SESSION 1: RESHAPING PHARMA SALES FORCES FOR SUCCESS

Key topic:

  • KEYNOTE PRESENTATION: Remodelling the sales force – Is there a perfect sales model?
  • CASE STUDY: Implementation of new commercial model – making it work
  • What are the channels and media preferred by our customers for interaction?

    • and others…

SESSION 2: KEY ACCOUNT MANAGEMENT AS A SALES MODEL OF CHOICE (STREAM A)

Two hours of CASE STUDIES and discussions include:

  • CASE STUDY: The organization of Key-Account- Management and sales forces in hospital-business

    • To reveal all topics and speakers in this session – Request the PDF agenda.

SESSION 3: ENHANCING SFE THROUGH EFFECTIVE CRM AND SFA TECHNIQUES (STREAM A)

    Two hours of CASE STUDIES and interactive discussions.

    Reveal the topics and speakers in this session – Request the PDF agenda.

SESSION 4: DEVELOPING & MAINTAINING HIGH-PERFORMING SALES FORCES (STREAM B)

  • SIMULATION PRESENTATION: Introducing our new Sales training & development program
  • Cornerstones of effective sales training and development

SESSION 5: MEASURING AND INCENTIVIZING SALES PERFORMANCE (STREAM B)

    Almost two hours of CASE STUDIES

    Detailed topic breakdown is in the PDF brochure.

DAY 2 OVERVIEW – 29th February 2012

SESSION 6: UTILIZING DIGITAL TOOLS & SOCIAL MEDIA TO IMPROVE SFE (STREAM A)

  • CASE STUDY: Launching new YouTube channel to enhance SFE
  • Interactive CASE STUDY: Is closed-loop multichannel marketing really possible in the pharma industry, and where does the Sales Rep fit in?

SPECIAL 3 HOUR SESSION: PRACTICAL CASE STUDIES ON ACHIEVING SFE IN SPECIFIC MARKETS OR PRODUCTS

  • CASE STUDY: Customized sales model for specialty and orphan drugs.
  • CASE STUDY:Sales tactics to boost sales of older drugs.
  • CASE STUDY: Structuring sales forces for emerging markets.
  • PANEL DISCUSSION: Dialogue focused model Interacting with new customers – payers and governments.

There are 4 additional CASE STUDIES, 2 Interactive debates and 2 Q&A Sessions on the Day 2.