HR White Papers
Driving Pharmaceutical Sales Force Performance Through Tailored Incentive Management
Overview The environment in the pharmaceutical industry today is characterized by increasing complexity and competitive dynamics. Integrating the right business processes in an effective fashion and enabling them adequately is the pre-requisite for generating the desired business outcome. This is especially true for managing the sales force, which is by far the largest promotional expense for a typical pharmaceutical company. Incentive Management is a powerful tool that creates the desired behaviour and ensures focus for encouraging sales activities, ultimately driving sales force effectiveness. Oracle Incentive Compensation (OIC) has been designed to dramatically simplify the difficult task of developing and managing variable compensation programs across sales lines, business units or brand areas and aligning the strategic objectives with sales force behaviour, ultimately increasing sales force productivity.
| Publisher | Oracle | File Format | |
|---|---|---|---|
| Date Published | May 2006 | Downloads | 147 |
| Format | White Papers | ||
| Topics | |||
-
Did you find this white paper useful?
White Paper RSS
Download
Register
