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In 2020, the pharmaceutical industry’s approach to sales and marketing changes as it begins to cater to the needs of patients and the market.
FREMONT, CA: As new strategies of marketing are rolling out with the advancements in technology, all the industries are experiencing a transformation. The pharmaceutical industry is not an exception where a new model will replace the marketing and sales workforce as the industry shifts from a mass-market to a target-market approach. In the long run, the pharma industry cannot be rewarded for increased selling of pills, me-too products, and small upgrades or improvements. Therefore, pharma needs to change its marketing and sales function. They need to address the requirements of patients and the market, which is ready to pay the companies that offer the products it needs.
Here are some of the factors that are contributing to reshaping the pharmaceutical industry.
• Governments started focusing on prevention over treatment.
• In the developing world, the demand varies rapidly with clinical and economic characteristics.
• Increasing prevalence of chronic diseases.
• Pay-for-performance is rising as the healthcare players measure the pharmacoeconomic performance of medicines.
• The regulators are turning more cautious about approving innovative medicines in the wake of problems.
The following changes are embraced by most of the pharma companies to accomplish their goals.
• Recognize the relationship between the pharmaceutical and healthcare companies as they are closely aligned.
• Invest in the sort of medicines the market actually wants to buy.
• Offer a suite of supporting services as with the launch of new treatment methods.
• Develop comprehensive marketing and sales strategies to sell specialist therapies that are tailored to these products’ distinctive characteristics.
• Use modern communication technologies to carry out the complex business of managing multi-country launches.
• Adopt a more flexible approach to pricing in choosing between fixed pricing and performance-based pricing.
By 2020, the traditional sales and marketing strategy will be obsolete as the companies transform their marketing and sales functions.
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