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Basilea Account Management Process
Transcript of Basilea Account Management Process
ability to influence the short term sales
Current contribution levels
Level of access / strength of relationships How much effort is dedicated on accounts Effectiveness of managing accounts through the buying process Is effort yielding desired results Capability of team to perform Objection handleing
Critical decision factors
Primary advocates KI1: Patients ill-defined => % patients with CHE
KI2: 3rd line treatment => % patients pre PUVA
KI3: Dermatologist skepticism => trial Y/N
KI4: Porr dermatology organisation => % growth
KI5: Limited CHE patients => % patients with CHE
KI6: Expensive perception => % PCTs funding