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Basilea Account Management Process

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by

Jonathan Butt

on 2 March 2011

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Transcript of Basilea Account Management Process

Based on:
ability to influence the short term sales
Current contribution levels
Potential
Prescribing barriers
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
Segmentation
Influence map
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
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