Pharmaceutical Executive - November 2009 - (Page 25) PHARMACEUTICAL EXECUTIVE SPECIAL SECTION S THE NEW ince 2005, the number of sales reps has declined 8.3 percent. Doctors, hospitals and clinics have taken to posting signs on their doors saying sales reps are not welcome. 24 percent of prescribers refused to see sales reps, according to Deloitte, while another 39 percent required pre-scheduled appointments for reps. So what’s going on? Well, pharma’s not talking and without a crystal ball to look at the future of pharma’s sales forces, we have only consultants to ask. Some of their predictions are more interesting than others. In a recent report “Pharma 2020: Marketing the Future,” PricewaterhouseCoopers supplies a grand view. They predict the sales force of the future will be smaller and more agile, and possess new skills such as a greater knowledge of science and disease, and an ability to negotiate with payers and specialists. Sales (or even products) will no longer be their sole focus. Reps will concentrate on managing health outcomes: screenings, compliance programs, services and nutritional advice. Other pharma consultants offer more immediate solutions. W. Scott Evangelista and Michelle Poulin of Deloitte Consulting make the case for freeing Pharma’s reps altogether (see page 26) and replacing them with an army of free agents. Meanwhile, Paul Mignon of InVentiv favors an embedded sales force (see page 28). One thing they all seem to agree on is Pharma has to do something, and soon. -—Marylyn Donahue Special Reports Editor SALES FORCE IMAGEZOO / IMAGES.COM / GETTY IMAGES http://www.IMAGES.COM Table of Contents for the Digital Edition of Pharmaceutical Executive - November 2009 Pharmaceutical Executive - November 2009 Contents From the Editor Leading Indicators Washington Report Leadership The New Sales Force Spotlight on Synergy A Roller Coaster Year Lean Comes to Pharma Moving Forward Marketing’s Stepchild No More Professional Marketing Direct to Patient Agency Insight People Calendar Advertisers Index Back Page Pharmaceutical Executive - November 2009 Pharmaceutical Executive - November 2009 - Pharmaceutical Executive - November 2009 (Page Cover1) Pharmaceutical Executive - November 2009 - Pharmaceutical Executive - November 2009 (Page Cover2) Pharmaceutical Executive - November 2009 - Pharmaceutical Executive - November 2009 (Page 3) Pharmaceutical Executive - November 2009 - Pharmaceutical Executive - November 2009 (Page 4) Pharmaceutical Executive - November 2009 - Pharmaceutical Executive - November 2009 (Page 5) Pharmaceutical Executive - November 2009 - Contents (Page 6) Pharmaceutical Executive - November 2009 - Contents (Page 7) Pharmaceutical Executive - November 2009 - Contents (Page 8) Pharmaceutical Executive - November 2009 - Contents (Page 9) Pharmaceutical Executive - November 2009 - From the Editor (Page 10) Pharmaceutical Executive - November 2009 - From the Editor (Page 11) Pharmaceutical Executive - November 2009 - From the Editor (Page 12) Pharmaceutical Executive - November 2009 - From the Editor (Page 13) Pharmaceutical Executive - November 2009 - Leading Indicators (Page 14) Pharmaceutical Executive - November 2009 - Leading Indicators (Page 15) Pharmaceutical Executive - November 2009 - Leading Indicators (Page 16) Pharmaceutical Executive - November 2009 - Leading Indicators (Page 17) Pharmaceutical Executive - November 2009 - Washington Report (Page 18) Pharmaceutical Executive - November 2009 - Washington Report (Page 19) Pharmaceutical Executive - November 2009 - Washington Report (Page 20) Pharmaceutical Executive - November 2009 - Washington Report (Page 21) Pharmaceutical Executive - November 2009 - Leadership (Page 22) Pharmaceutical Executive - November 2009 - Leadership (Page 23) Pharmaceutical Executive - November 2009 - Leadership (Page 24) Pharmaceutical Executive - November 2009 - The New Sales Force (Page 25) Pharmaceutical Executive - November 2009 - The New Sales Force (Page 26) Pharmaceutical Executive - November 2009 - The New Sales Force (Page 27) Pharmaceutical Executive - November 2009 - The New Sales Force (Page 28) Pharmaceutical Executive - November 2009 - The New Sales Force (Page 29) Pharmaceutical Executive - November 2009 - The New Sales Force (Page 30) Pharmaceutical Executive - November 2009 - The New Sales Force (Page 31) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 32) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 33) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 34) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 35) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 36) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 37) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 38) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 39) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 40) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 41) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 42) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 43) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 44) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 45) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 46) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 47) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 48) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 49) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 50) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 51) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 52) Pharmaceutical Executive - November 2009 - Spotlight on Synergy (Page 53) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 54) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 55) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 56) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 57) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 58) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 59) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 60) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 61) Pharmaceutical Executive - November 2009 - A Roller Coaster Year (Page 62) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 63) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 64) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 65) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 66) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 67) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 68) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 69) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 70) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 71) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 72) Pharmaceutical Executive - November 2009 - Lean Comes to Pharma (Page 73) Pharmaceutical Executive - November 2009 - Moving Forward (Page 74) Pharmaceutical Executive - November 2009 - Moving Forward (Page 75) Pharmaceutical Executive - November 2009 - Moving Forward (Page 76) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 77) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 78) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 79) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 80) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 81) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 82) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 83) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 84) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 85) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 86) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 87) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 88) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 89) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 90) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 91) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 92) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 93) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 94) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 95) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 96) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 97) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 98) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 99) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 100) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 101) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 102) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 103) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 104) Pharmaceutical Executive - November 2009 - Marketing’s Stepchild No More (Page 105) Pharmaceutical Executive - November 2009 - Professional Marketing (Page 106) Pharmaceutical Executive - November 2009 - Professional Marketing (Page 107) Pharmaceutical Executive - November 2009 - Direct to Patient (Page 108) Pharmaceutical Executive - November 2009 - Direct to Patient (Page 109) Pharmaceutical Executive - November 2009 - Direct to Patient (Page 110) Pharmaceutical Executive - November 2009 - Direct to Patient (Page 111) Pharmaceutical Executive - November 2009 - Agency Insight (Page 112) Pharmaceutical Executive - November 2009 - Agency Insight (Page 113) Pharmaceutical Executive - November 2009 - Agency Insight (Page 114) Pharmaceutical Executive - November 2009 - Agency Insight (Page 115) Pharmaceutical Executive - November 2009 - People (Page 116) Pharmaceutical Executive - November 2009 - People (Page 117) Pharmaceutical Executive - November 2009 - Advertisers Index (Page 118) Pharmaceutical Executive - November 2009 - Advertisers Index (Page 119) Pharmaceutical Executive - November 2009 - Advertisers Index (Page 120) Pharmaceutical Executive - November 2009 - Advertisers Index (Page 121) Pharmaceutical Executive - November 2009 - Back Page (Page 122) Pharmaceutical Executive - November 2009 - Back Page (Page Cover3) Pharmaceutical Executive - November 2009 - Back Page (Page Cover4) http://digital.findpharma.com/nxtbooks/advanstar/pe_201008 http://digital.findpharma.com/nxtbooks/advanstar/pe_201007 http://digital.findpharma.com/nxtbooks/advanstar/pe_201006 http://digital.findpharma.com/nxtbooks/advanstar/pe_201005 http://digital.findpharma.com/nxtbooks/advanstar/pe_201004 http://digital.findpharma.com/nxtbooks/advanstar/pe_201003 http://digital.findpharma.com/nxtbooks/advanstar/pe_201002 http://digital.findpharma.com/nxtbooks/advanstar/pe_201001 http://digital.findpharma.com/nxtbooks/advanstar/pe_200912 http://digital.findpharma.com/nxtbooks/advanstar/pe_200911 http://digital.findpharma.com/nxtbooks/advanstar/pe_200910 http://digital.findpharma.com/nxtbooks/advanstar/pe200909 http://digital.findpharma.com/nxtbooks/advanstar/pe_200908 http://digital.findpharma.com/nxtbooks/advanstar/pe_200906 http://digital.findpharma.com/nxtbooks/advanstar/pe_200905 http://www.nxtbook.com/nxtbooks/advanstar/pe_200904 http://www.nxtbook.com/nxtbooks/advanstar/pe_200903 http://www.nxtbook.com/nxtbooks/advanstar/pe_200902 http://www.nxtbook.com/nxtbooks/advanstar/pe_200901 http://www.nxtbook.com/nxtbooks/advanstar/reprint_mti_pe_9985032 http://www.nxtbook.com/nxtbooks/advanstar/ptsm0606 http://www.nxtbook.com/nxtbooks/advanstar/ptsm0206 http://www.nxtbook.com/nxtbooks/advanstar/ptsm0106 http://www.nxtbook.com/nxtbooks/advanstar/ptsm1205 http://www.nxtbookMEDIA.com
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