MANAGING PHARMACEUTICAL MULTICHANNEL SALES AND MARKETING APPROACH IN AN INTEGRATED, END-TO-END WAY BASED ON DATA AND PREDICTIONS

摘要

A method for focusing investment in a pharmaceutical product or service is described in which sales and marketing staff utilize one or more computing devices to facilitate investment and interest. In embodiments of the invention a customer trend profile may be generated to indicate sources of growth and value to develop customer base subset having the highest probability of change in a sales period. In embodiments of the invention, the dimension that is a best predictor of a sales representative's success may be determined and performance management focused on those dimensions. Channels and engagement tactics may be utilized in which a customer is more likely to respond, based on the history of interactions.