Article Excerpt

With cost-cutting pressures, reticent buyers, thinning pipelines,and expiring patents—not to mention the specter of government healthcare reform—the pharmaceutical industry faces challenges that will require drug companies to be more flexible with sales strategies than ever before. Sales strategies can quickly become dated as customer needs and buying patterns evolve, economic conditions change, and companies enter new markets. The best companies are continually fine-tuning their sales strategies to address these changes, helping them meet their objectives to compete and grow. Therefore, it’s crucial for executives to recognize the need for change in corporate sales strategy, and take necessary steps to facilitate that change. ...

This article was featured in the July 2009 issue of Pharmaceutical Executive.

Request the Full Article

Click here to request the full article. ZS articles and reports are provided at no cost. A business email address is required to process your request. After receipt of your request, a copy of the article will be emailed to your business email address.

About the Authors

Andris Zoltners is Co-Founder and Co-Chairman of ZS Associates.

Prabhakant Sinha is Co-Founder and Co-Chairman of ZS Associates.

Sally Lorimer is a business writer and sales and marketing consultant for ZS Associates.