Sales Presentation Herceptin Sales to Cancer Treatment Centers of America Sales Presentation to Cancer Treatment Centers of America Prospecting Pre-Approach Handling Objections Herceptin is a recently developed drug used in the treatment of HER2-positive breast and gastric cancer that has metastasized. HER2 is human epidermal growth factor receptor and when found on the outside of cancer cells it promotes tumor growth. Approximately 20% of tumors express HER2-positive characteristics. If untreated this cancer has the potential to

The companies studied will be manufacturers of different products with their sales forces deployed over a big territory or region. A quantitative analysis instrument has not yet been chosen, as I intend to select one that will best analyze the collected data. It seems that this should be chosen based on the framework which I will present as best practises at the end of this work. Data for the analysis will be

If this was the case, the client would probably feel overwhelmed by a team of people all trying to influence them. Instead, the sales force needs to have people with a business approach and with a relationship building approach, as well as someone with a sales approach. The next consideration is the training required of the staff. Considering that the approach to be used is based on teamwork, it is

Sales and Strategy 1 What strategy decisions are needed in the personal selling area? Why should the marketing manager make these strategy decisions? The strategy decisions needed in the personal selling area (a) how to motivate, (b) how to maintain order and structure, (c) how to incorporate sales technology support into the process, (d) how to select and train the right sales team, and (e) how to ensure fair and appropriate compensation

Much of the promotional campaigns throughout the introduction and growth periods were centered on this facility. According to different sources, the purpose of the promotion element was to promote "revolutionary communications and audio/visual experience" as an integrated experience. This would be the fundamental message in the introduction and growth promotions and the explanation for this is simple, being connected with something mentioned in the introduction: besides exceptional individual features, such

The subjective aspects of performance are preferable in how well a sales representative is doing in serving and understanding their customers, how well the sales rep working internally with team members and critical pre-sales support staff, and how the communication skills of the sales representative are making the entire selling cycle in major accounts more effective or not. Subjective attributes are then critical for measuring how well a sales representative is working in conjunction with and