Big Bucks, but no Bang?
Article Excerpt
Why SFE initiatives fail, and what can be done about it.
Achieving more with less has become a prime strategic necessity for pharmaceutical companies to be able to sustain profit growth. It requires reviewing and changing key sales and marketing processes, structures and culture. In response to this challenge, many pharmaceutical companies have created internal SFE groups - usually on a global or region level – which have the mission to create and drive programs to enhance sales effectiveness in the affiliates.
This article was published October 2007 by eyeforpharma.
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About the Author
Torsten Bernewitz is a Principal with ZS Associates.