Equipping a Sales Force to Identify Customers

摘要

The disclosure generally describes computer-implemented methods, software, and systems for identifying a preferred next best customer for pharmaceutical sales representatives to contact to promote a pharmaceutical product. A customer can be defined as any health care practitioner, health care facility, health care hospital system, or health care plan.

主权项

1. A computer-implemented method comprising:
identifying an opportunity to contact a customer to promote a pharmaceutical product; accessing customer dynamics data, wherein the customer dynamics data is descriptive in part of the customer prescribing, purchasing, or reimbursement behavior for the pharmaceutical; accessing geographical location data; generating a methodologically-produced customer score based on the customer dynamics data and the geographical location data; and identifying one or more customers to contact based on the customer score.