This innovative benchmarking program describes in detail the strategies that leading pharmaceutical companies use to achieve preferred formulary status for their key drugs, including:

• Organizing and deploying the managed markets sales force
• Evaluating and training the managed markets sales force
• Sales negotiation strategies/tactics

The report provides comprehensive analysis of each target organization's strategic approach to managed markets, including:

1.   Strategic approach to the managed care marketplace

• Overall sales strategy
• Descriptions of programs / services offered to managed care organizations
  • Formulary compliance initiatives
  • Physician / consumer education programs
  • Disease management
  • Other
• How key managed care functions fit into the overall corporate structure
• Deployment of the managed markets sales force segmented by type of account
  • National
  • Regional
  • Government
  • Employer
  • Other

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2.   Organizational strategy for managed market initiatives

• Educational and professional backgrounds of key personnel
• Evaluation methods for key personnel
• Training program
• Compensation of managed care sales representatives