Time and again I meet with pharmaceutical sales reps who either because they don’t achieve their sales quotas or because they try to find new ways to improve their already high performance, ask me or their team leaders in what areas they need to improve, how can this improvement happen and if there are any […]
Many pharmaceutical companies operating in Greece decide to outsource several aspects of their operations for a number of reasons. The most common operations outsourced by pharmaceutical companies include sales (medical detailing and sales to pharmacies), promotion (merchandising, in-store promotions) and regulatory (as well as pharmacovigilance, R&D and clinical trials).
An increasing number of sales managers in Greece report to their companies incidents of pharmacists who “switch” doctors’ prescriptions and bypass their recommendations. In these cases the patients end up buying a competitive product recommended by the pharmacists instead of those recommended by the doctors. As a result the company invests in the doctors’ line […]
