Pharmaceutical marketing and sales are currently undergoing huge changes. The demand for medical and pharmaceutical innovations is held in check by increasing health policy regulations. This change has massive repercussions on the pharmaceutical industry. New target groups for pharmaceutical products such a health insurance providers, cooperation networks between doctors and clinics are changing the health market.
Professional Key Account Management is considered the central answer to these challenges.
Some companies have already implemented it. However, all too often it is unclear as to what advantages professional Key Account Management can generate for the pharmaceutical industry.
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Key Accounting in the Pharmaceutical Industry university course objectives |
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Structural changes, in particular purchasing associations and physician Ltd.s, are resulting in an increasing concentration of the pharmaceutical industry’s customers. |
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