Methods and software arrangements for sales force effectiveness
First Claim
1. A business planning solution for an entity promoting sales of pharmaceutical products in a target market of prescribers, comprising the steps of:
- (a) conducting market segmentation analysis based on pharmaceutical sales and market data;
(b) identifying a set of market segments;
(c) developing market response curves for the identified market segments;
(d) based on the market response curves, optimizing the entity'"'"'s resource allocations for sales activities in individual segments of the set of market segments toward achieving a sales goal for a particular product.
2 Assignments
0 Petitions
Accused Products
Abstract
A business planning solution for sales force effectiveness in promoting products in a target market is provided. The planning solution analyzes sales and market data to identify target market segments that are likely to respond to sales force activity. Business resources can then be allocated to optimize sales force activity. Detailed sales call plans can be generated. The business planning solution may be implemented as a computer software application on conventional stand alone or networked computer arrangements. For pharmaceutical industry applications, the software application is configured to process pharmaceutical market research data.
-
Citations
20 Claims
-
1. A business planning solution for an entity promoting sales of pharmaceutical products in a target market of prescribers, comprising the steps of:
-
(a) conducting market segmentation analysis based on pharmaceutical sales and market data;
(b) identifying a set of market segments;
(c) developing market response curves for the identified market segments;
(d) based on the market response curves, optimizing the entity'"'"'s resource allocations for sales activities in individual segments of the set of market segments toward achieving a sales goal for a particular product. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9, 10)
-
-
11. A software application for optimizing the sales activities of an entity promoting pharmaceutical products in a target market, the software application, comprising:
-
a tool for identifying a set of market segments by segmentation analysis of the target market based on pharmaceutical sales and market data;
a tool for generating market response curves for the sale of a particular product in identified market segments;
a tool for optimizing the entity'"'"'s resource allocations for sales activities in individual segments of the set of identified market segments according to their market response curves toward achieving sales goals for a particular product. - View Dependent Claims (12, 13, 14, 15, 16, 17, 18, 19, 20)
-
Specification