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Case Studies     Building Capabilities - Sales Strategy

Top 20 pharmaceutical firm
Previously conducted RMCI sales force sizing projects in all top affiliates
Desire to build basic internal sizing capability for small- and medium-size affiliates

Developed web-based, easy-to-use sales force sizing software
Trained senior sales managers in more than 20 countries worldwide
Provided 24-hour turnaround support following implementation

For the first time, the client developed an objective, internal capability to size and structure sales forces in small- and medium-size affiliates

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