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Health Strategies Group Forecasts Emerging Trends in Future Sales Force Models at the SPBT 2009 Conference
Date:5/20/2009

LAMBERTVILLE, N.J., May 20 /PRNewswire/ -- Health Strategies Group, a leading provider of market intelligence to the pharmaceutical and biotechnology industries, analyzed trends shaping future sales force models and outlined actionable training strategies to address these new models at the 38th Annual Society of Pharmaceutical and Biotech Trainers (SPBT) Conference, held May 11-14 in Chicago.

In an address titled "Sales Force of the Future," consultants Denise Woltemath and Manny Gaspar assessed four potential new sales models that may occur in the rapidly changing pharmaceutical and biotechnology environment. The team examined selling scenarios where (1) specialty representatives become the dominant sales force type, (2) a split develops between clinical representatives and service representatives, (3) the district manager evolves into a market manager and (4) targeted deployment becomes the standard practice, i.e. companies segment and target physicians according to their information delivery preferences.

The Health Strategies Group consultants shared insights with workshop participants on how to identify emerging sales force trends within their own organizations and discussed possible training plans and requirements for each of the four sales models presented.

"We were pleased to be invited to share and discuss our training ideas and analysis with the industry leaders at the SPBT annual conference," said Gaspar. "We received a lot of positive feedback from our workshop participants, many commented they had learned several methods they can implement now to navigate the changing pharmaceutical environment. We value our longstanding relationship with SPBT and are always grateful for the opportunity to collaborate with their members."

For a summary of Health Strategies Group's SPBT presentation, "Sales Force of the Future," contact

SOURCE Health Strategies Group
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