SELECTED CASE STUDIES
Selected Case Studies from the Agenda
Markus KOSCHVice President Commercial Portfolio Management
New integrated customer engagement sales force models
New digital channels are becoming an essential part of the integrated multi-channel approaches. Looping these into classical sales force models is a key to success. In this presentation, we will explain three go-to-market models in Pfizer oncology.
- Integrated Customer Engagement Models (ICEM´s) in Pfizer oncology
Sara MONTEROCNS Business Unit Director
The future of the sales force in Pharma
New stakeholders and new technologies make our environment harder every day and we must adapt to the new context. Are all the markets equal? Are all the process functions the same in all the markets? What is the role of the representatives now and in the future?
- Selling function in the company
- Major strategic decisions linked to sales force
- Sales manager roles
- Structures of the sales force
- Boosting the sales force productivity
- New channels
Gabor PURMANAssociate Director
Behaviour change? Can be done!
How does patients’ perception of their condition and beliefs on their medication impact their behaviour? Should/ will/ can pharma be engaged in patient’s behaviour change? What is the secret formula? Essential questions…exciting answers!
- Key success factors
- Define context
- Develop relevant content
- Use multiple channels
Olivier LOEBActing Commercial Director
Breaking down silos to drive a collaboration
between marketing and sales departments
At the end of the day, don’t Sales and Marketing (S&M) teams have
the same goal? Or maybe there is a slight difference. Is it just the the
same story as Office/ Field one? So many questions… I would like to
provide you with a few easy solutions to perform well!
- Practical approaches for driving collaborative culture
- Breaking silos and fostering patient first focus
- Shared project assignments for improvement of the teamwork