Future Of Pharmaceutical Selling Model
August 25, 6:00 PM - 9:00 PM
The Pharma Selling model has always been 'Share of Voice' especially in the Primary Care franchise. In light of criticism from doctors that this model is highly disruptive, learn how the drug companies are reinventing the selling model. Learn more.
Event to Outlook
450 North Cityfront Plaza Drive
6:00 pm - 6:30 pm : Networking
6:30 - 8:00 pm: Presentation
8:00 - 9:00 pm: Optional Social Hour and Networking at Midway Club
The Pharma Selling model has always been 'Share of Voice' especially in the Primary Care franchise. Many top pharma companies have thousands of primary care reps and using the mirroring strategy have as many as 5 to 6 reps in the same geography. There has been lot of frustration from the doctors recently that these numerous reps were disrupting their primary duty of treating the patients and they do not want to hear the same message again and again. So what might be the future Pharma selling model? How are companies going to react to this not compromising their sales?
Manager, ZS Associates
Tom Nacher is a Manager with ZS Associates in ZS' Evanston office and one of our experts in sales execution issues. Tom is ZS Associates' Area Content Expert in targeting, and has worked closely with large pharmaceutical organizations on a variety of sales force design and strategic implementation projects for the past five years. Tom holds an MBA from Northwestern University's J.L. Kellogg Graduate School of Management. Having grown up in France, he is also a graduate from the Institut des Etudes Politiques de Paris, which focuses on government studies and general management.