Effective Pharma KAM Teams - the essential factors driving performanceFirstWord - January 1, 2014 - 52 Pages - SKU: FIWO5197890 |
Effective Pharma KAM Teams - the essential factors driving performance
Introduction
The goal remains the same: pharmaceutical companies wants to influence product adoption, improve sales volume and increase product revenue. Key Account Management (KAM) is now the tool of choice, but too many companies are still engaging with it half heartedly. What can be done and what are the critical issues to address when building a KAM team?
KAM has been around for over 10 years, yet many companies have failed, and some continue to do so, in establishing a full and effective KAM model. Despite the early success of KAM, and the ... read the full abstract
Introduction
The goal remains the same: pharmaceutical companies wants to influence product adoption, improve sales volume and increase product revenue. Key Account Management (KAM) is now the tool of choice, but too many companies are still engaging with it half heartedly. What can be done and what are the critical issues to address when building a KAM team?
KAM has been around for over 10 years, yet many companies have failed, and some continue to do so, in establishing a full and effective KAM model. Despite the early success of KAM, and the ... read the full abstract
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