Key Account Management In Pharma
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Key Account Management Excellence In Pharma And Medtech
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Author : Mike Moorman
language : en
Publisher: Routledge
Release Date : 2022
Key Account Management Excellence In Pharma And Medtech written by Mike Moorman and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022 with Business & Economics categories.
"Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide-particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization's KAM strategies and capabilities"--
Key Account Management In Pharma
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Author : Hanno Wolfram
language : de
Publisher: BoD – Books on Demand
Release Date : 2021-03-18
Key Account Management In Pharma written by Hanno Wolfram and has been published by BoD – Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-03-18 with Business & Economics categories.
The book Key Account Management in Pharma is powered by more than 45 years of experience in the pharmaceutical industry. Writing was driven by the will to add value to marketeers and managers in this great industry around the world. It might be a good point in time and a valuable idea to develop the traditional pharma business-model further. It is about introducing ways to the change from selling drugs to actively contribute to better healthcare. There is no other place, storing more knowledge and expertise around specific diseases, than the pharmaceutical industry itself. This know-how is waiting to be shared. Key Account Management means cross-functional collaboration. KAM helps to surmount and overcome traditional walls of separation inside the industry. Key Account Management paves the way for cooperation and co-creation of solutions between the relevant industries. In support of constantly striving for better healthcare. In a globalized world, with universal access to information, little variations of markets determined by political will and the design of healthcare delivery are getting less important. Many HCPs are waiting for pharma to play a more active role in the delivery of healthcare. Pharma needs to share their wealth of expertise. KAM is about a lot more than pills. This textbook truly is unique. It is the only textbook about this subject.
Key Account Management In Pharma
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Author : Hanno Wolfram
language : en
Publisher: Books on Demand
Release Date : 2017-12-29
Key Account Management In Pharma written by Hanno Wolfram and has been published by Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-12-29 with Business & Economics categories.
Key Account Management is a major issue in the pharmaceutical industry. This topic is driving pharma companies and their professionals since it is an essential approach when it comes to renovating and updating the sales model of the past. The contribution of the pharmaceutical industry to prolonged, healthier life and the reduction of infant mortality undoubtedly remarkable. It positively affects people around the globe. It might be a good point in time and a valuable idea to alter the business model from simply selling drugs to actively participate and contribute to healthcare. There evidently is no other instance, storing more knowledge and expertise around specific disease than the pharmaceutical industry. However, this treasure often slumbers in research and medical departments. Key Account Management needs cross-functional collaboration. More value, something beyond the pill, is needed, expected, and demanded from healthcare providers. In a globalized world, with universal access to information, the variations of markets, determined by political will, the design of healthcare and regulatory interventions are getting less important. One of the smallest common denominators is that many HCPs and other players are readily waiting for pharma to play a more active role in the provision of healthcare, share their wealth of expertise and provide appropriate medication. This first edition of the probably first ever textbook on Pharma Key Account Management is meant to provide a basis for discussion between professionals.
Key Account Management Excellence In Pharma Medtech
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Author : Mike Moorman
language : en
Publisher: Routledge
Release Date : 2022-02-27
Key Account Management Excellence In Pharma Medtech written by Mike Moorman and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-02-27 with Business & Economics categories.
Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide—particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization’s KAM strategies and capabilities.
Key Account Management
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Author : Peter Cheverton
language : en
Publisher: Kogan Page Publishers
Release Date : 2004
Key Account Management written by Peter Cheverton and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools.
Pharma Key Account Management
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Author : Rainer Seiler
language : de
Publisher:
Release Date : 2013-12
Pharma Key Account Management written by Rainer Seiler and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-12 with categories.
A To Z Of Pharmaceutical Marketing Worlds Voulme 1
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Author : Subba Rao Chaganti
language : en
Publisher: BSP Books
Release Date : 2024-05-08
A To Z Of Pharmaceutical Marketing Worlds Voulme 1 written by Subba Rao Chaganti and has been published by BSP Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-05-08 with Business & Economics categories.
Unveiling the Alchemy of Pharma Marketing: Why You Need the A to Z of Pharmaceutical Marketing, the World’s First-and-Only Enclopedia? Pharma marketing thrives in a complex ecosystem, demanding constant navigation through scientific frontiers, regulatory labyrinths, and stakeholder whisperings. In this intricate dance, knowledge is your elixir, and the A to Z of Pharmaceutical Marketing is your alchemist’s handbook. Here’s why it is indispensable for every pharma marketer: 1. Master the Maze: From A to Z, Your Compass is Ready. No more drowning in information overload. This encyclopedia unlocks a treasure trove of 1,464 entries, from “A/B Testing to ZMOT,” each meticulously crafted to illuminate every facet of the pharmaceutical marketing world. 2. Sharpen Your Edge: Demystifying the Nuances of Today’s Pharma Landscape. The industry is in constant flux, and staying ahead of the curve is a constant battle. The A to Z arms you with the latest trends, regulations, and ethical considerations. It’s the power to predict, adapt, and lead the change. 3. Elevate Your Game: From Novice to Maestro, Craft Winning Strategies. Knowledge is power, but application is mastery. The A to Z goes beyond theory, offering practical tips and expert insights to fuel strategic thinking. The A to Z of Pharmaceutical Marketing is more than just a book; it’s a game changer. It’s the ultimate reference and the strategic advisor you need to excel in this dynamic industry. Invest in your knowledge and your future. Remember, in pharma marketing, knowledge is not just power; it’s the potion that turns potential into success.
Implementing Key Account Management
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Author : Javier Marcos
language : en
Publisher: Kogan Page Publishers
Release Date : 2018-08-03
Implementing Key Account Management written by Javier Marcos and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-08-03 with Business & Economics categories.
Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.
Emotions In Negotiations
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Author : Matthias Kaiser
language : en
Publisher:
Release Date : 2016
Emotions In Negotiations written by Matthias Kaiser and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with categories.
Pharmaceutical Marketing In India
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Author : Subba Rao Chaganti
language : en
Publisher: PharmaMed Press / BSP Books
Release Date : 2018-10-23
Pharmaceutical Marketing In India written by Subba Rao Chaganti and has been published by PharmaMed Press / BSP Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-10-23 with Medical categories.
Pharmaceutical Marketing in India: For Today and Tomorrow is the go-to guide for anyone interested in the pharmaceutical industry in India. With its comprehensive coverage of the sector, this book is a must-read for students, practitioners, and researchers alike. In this updated 25th Anniversary Edition, readers will find new content that covers the latest trends and initiatives in the industry. The book provides a thorough introduction to the changes taking place in first-world markets and the incremental steps being taken by Indian drug majors and their MNC counterparts in India. This book contains seventy-seven cases that highlight the best practices of successful practitioners of Pharma marketing in India. These cases showcase how they have positioned their products, launched and promoted their brands, and defended their therapeutic segments. The insights provided by these cases are incredibly valuable to both practitioners and students of pharmaceutical marketing. The new edition of the book includes information on changing detailing practices such as e-Detailing, iPad detailing, and tablet detailing, digital marketing strategies, social media strategies for the pharmaceutical industry, multichannel marketing, closed-loop marketing, and more. It also covers the latest ways of engaging and building meaningful relationships with physicians, including medical sales liaisons (MSL), key opinion leader (KOL) management, and key account management (KAM). The primary purpose of this edition is to make it not only relevant for today but also for tomorrow. In other words, to make it as future-proof as possible. This book is a vital resource for anyone interested in the pharmaceutical industry and is a must-read for those looking to stay ahead of the curve in this ever-evolving field. Contents: Part One: The Big Picture 1. The Indian Pharmaceutical Industry: An Overview 2. The Pharmaceutical Market Part Two: Ten ‘P’s 3. The Product 4. The Price 5. The Place 6. The Promotion 7. Personal selling 8. The Prescription 9. The Policy 10. Public Relations 11. The Power 12. The Patient Part Three: Key Success Factors 13. Managing New Products 14. The Winning Game Plans 15. Towards Excellence in Marketing 16. The Winning Edge 17. Corporate Scoreboard 18. GMP