A conference is to help drive forward pharmaceutical sales figures by promoting behavioural change, it has been claimed. The 2007 EyeforPharma Sales Force Effectiveness Europe conference will look to change the long-held view that downsizing will help increase pharmaceutical sales. Instead, the conference will aim to drive home the opinion that behavioural, not physical changes, to the pharmaceutical world will help improve sales in the sector, according to Dr Leandro Herrero. Dr Herrero is scheduled to give a keynote speech at the conference and has stated that customer-centric sales techniques are integral to the future of pharmaceutical sales. "The famous customer-centric approach - or customer relationship focus or 360 degree view of the customer - has not been able to find a home easily in pharmaceutical sales," said Dr Herrero. "Often these terms don't mean anything more than greater product push disguised as customer-centrism. [But] companies who understand this are moving towards true behavioural change." As well as giving a keynote speech, Dr Herrero is planning to offer informal discussion groups on the changes need to give the pharmaceutical sales sector a push. The 2007 EyeforPharma Sales Force Effectiveness Europe conference is set to take place in Monaco between March 7th and March 9th 2007.
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