Bookshelf Home | Contents | Index | PDF |
Siebel Life Sciences Guide > Managing Accounts Contacts in Life Sciences > About Japanese Pharmaceutical Market FeaturesThe Japanese pharmaceutical market has some unique characteristics concerning the relationships of Hospitals and Physicians that influence how pharmaceutical companies conduct their Sales and Marketing activities in Japan. These market characteristics dictate how Sales Representatives engage with physicians and hospitals in their territories and how they plan future calls. For example Physicians always see patients at either large hospitals or small, private clinics. Therefore a contact call always takes place within the context of the Hospital (account) that the Physician (contact) is associated with. Japanese Pharmaceutical companies also typically create and distribute large Targeting lists for each Sales Representative in their Sales Force which are based on the Hospital-Physician relationships and a series of Targeted Products. These Targeting lists are generally updated and distributed at the start of a new Targeting period, which is typically every quarter or half-year. The Hospital-Physician targeting lists include a number of targeting attributes (such as Call frequency) for one or more Products that are specific to each sales representative assigned to the specified Hospital-Physician. For example, one sales representative might be asked to make six visits to one account-contact during the quarter for Product A, but another sales representative might be asked to make only three visits to the same account-contact for the same Product A. NOTE: Features specific to the call-planning features in the Japanese Pharmaceutical market are not covered in this section. For information about the call-planning features specific to the Japanese market, see About Features for Call Planning Specific to the Japanese Pharmaceutical Market. The following Siebel Life Sciences features address the requirements of the Japanese pharmaceutical market:
|
Siebel Life Sciences Guide | Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Legal Notices. | |