PHARMACEUTICAL INDUSTRY CONTRACT SALES ORGANIZATION IMPACT AND EFFECTIVENESS

• Main Author: Madpak, Anthony
• Format: Others
• Published: NSUWorks 2009
• Subjects: Contracted Sales; Outsourced Sales Force; Pharmaceutical Contract Sales; Pharmaceutical Contract Sales Organizations; Pharmaceutical Industry Outsourcing; Pharmaceutical Outsourcing; Business
• Online Access: http://nsuworks.nova.edu/hsbe_etd/69; http://nsuworks.nova.edu/cgi/viewcontent.cgi?article=1068&context=hsbe_etd

The principle behind outsourcing is that an organization outsources tasks it strategically elects not to do within the organization. It is estimated that outsourcing has become a $4 trillion a year business (Corbett, 2005). In today's competitive healthcare marketplace, many sponsors outsource functions that were once considered core to the organization. U.S. Census data show that 10% of all business-to-business sales originated from outsourced sales (Rogers, 2008). The objective of engaging in outsourcing of sales is to improve sales efficiency and gain an edge in today's challenging market. Competition within the pharmaceutical industry coupled with increased regulatory uncertainties and cost concerns have necessitated outsourcing of sales to maintain competitiveness and to apply internal resources more effectively. This research will contribute to the current available works specific to the outsourcing of pharmaceutical sales.