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Most would agree that the pharma industry needs to change its sales model, but how should companies go about doing it?
By on Oct 29, 2007Most would agree that the pharma industry needs to change its sales model, but how should companies go about doing it?
For a pharmaceutical industry challenged by increasingly complex market forces, new approaches to nearly every aspect of business are a necessity. Many industry insiders believe that pharmas future success will rely on reinventing the sales model.
Converging forces including better informed and empowered patients and the growing in0uence of managed care organisations are creating new kinds of customers for the industry. This broadening customer base, coupled with the hard work and expense of discovering and developing innovative new medicines, has brought pharma to a crossroads, according to Bernardo Girala, head of customer management at Novartis.
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Author: Lisa Roner, Editor, eyeforpharma Briefing