INTRODUCTION The pharmaceutical industry in the United States spends about $15 billion per year advertising its products to the medical profession [1]. Pharmaceutical detailing, which is using sales representatives to call on physicians to promote products, accounts for about 45 percent of this spending [2]. In order to help sales representatives track sales leads, sales, service requests, and ...

A vexing problem in managing sales forces occurs when the sales manager does not know the characteristics of a sales territory. In this paper we show how sales quota-bonus plans can be optimally used to learn about unknown territory characteristics over a multiperiod horizon. We demonstrate this process in two scenarios—one in which the sales manager and the rep are symmetrically informed about...

This white paper describes how the sales environment has changed in response to short-term economic trends and long-term business trends. It then explains why sales organizations are failing to adapt to this changing environment and why the traditional remedies of sales technology and sales training frequently backfire. Finally, this paper describes how scientific measurement can provide a fram...

Objective: This paper aimed at studying the impact of customer orientation and sales orientation on personal sales performance in international market of Bilehsavar County. Research methodology: Statistical population of this survey included all sellers of Bilehsavar market. Sample volume was equal to two-hundred persons through census and correlation method and SPSS software were used to estim...

OBJECTIVE To determine whether sales of electrolyte products contain a signal of outbreaks of respiratory and diarrheal disease in children and, if so, how much earlier a signal relative to hospital diagnoses. DESIGN Retrospective analysis was conducted of sales of electrolyte products and hospital diagnoses for six urban regions in three states for the period 1998 through 2001. MEASUREMENT...

Nowadays, a modern e-commerce company may have both online sales and offline sales departments. Normally, online sales attempt to sell in small quantities to individual customers through broadcasting a large amount of emails or promotion codes, which heavily rely on the designed backend algorithms. Offline sales, on the other hand, try to sell in much larger quantities to enterprise customers t...

OBJECTIVE To evaluate the retail sales of pressurised metered-dose inhalers (pMDIs), dry-powder inhalers (DPIs) and liquids for nebulisation in 16 European countries. METHODS Retail sales data relating to pMDIs, DPIs and liquids for nebulisation delivering short- and long-acting bronchodilators, corticosteroids and combinations between 2002 and 2008 were obtained from the IMS sales database. ...

This study sets out to assess the effects of sales-related capabilities personal selling organizations on individual sales capabilities, behaviors, and performance in cosmetics channels. Data are collected from 151 salespeople, their organizations, visiting customers (151) South Korea. The proposed hypotheses tested through structural equation modelling technique. finds that both types (salesfo...

background: statins have been effective medications in lowering serum total cholesterol (tc) concentrations across populations over time. the aim of this study was to estimate national and provincial trends in atorvastatin sales in iran, to systematically quantify its relationship with socio-economic indicators, and changes in tc level.   methods : in this retrospective ecological study, conduc...

This paper examines the impact of participation in direct marketing on the entire distribution of farm sales using the unconditional quantile regression (UQR) estimator. Our analysis yields unbiased estimates of the unconditional impact of direct marketing on farm sales and reveals the heterogeneous effects that occur across the distribution of farm sales. The impacts of direct marketing effort...