Welcome!

News Feed Item

Japanese Sales Practices at Pharmaceutical Firms

DUBLIN, April 23, 2014 /PRNewswire/ --

Dublin - Research and Markets (http://www.researchandmarkets.com/research/76c5mf/japanese_sales) has announced the addition of the "Japanese Sales Practices at Pharmaceutical Firms" report to their offering.

     (Logo: http://photos.prnewswire.com/prnh/20130307/600769 )


This report discusses about the general sales practices at pharmaceutical firms in Japan. Readers will gain insight into the current sales activities, regulations, issues, and suggested methodologies.

The number of Medical Representatives (MR) in Japan is on the rise each year. Today there are approximately 64,000 MR in the country. In particular, significant increase at CSO (Contract Sales Organization) can be identified, which has grown to account for nearly 5% of the total. As overseas firms expand their portfolios, their number of MR is also on the rise in Japan, with half of the top twenty firms by number of MR being non-Japanese firms.

Among developed nations, Japan follows the United States in terms of number of MR. However, at the same time, when we look at the number of physicians per number of MR, the United States has approximately thirteen (physicians/MR), while Japan has below five, so we see considerable gap and an outstanding issue in terms of productivity.

MR activities in Japan resemble those in Europe and the US in terms of MR providing information about their firms' products. However, the social status of physicians is quite high in Japan, and MR's knowledge base is rather weak, then, MR tend to hesitate to make calls, and they think that making advance appointments is difficult, so many MR in Japan wait on standby outside medical offices for a long time in order to catch physicians on-site. Even though they are finally able to meet, conversations can be done within five minutes in length. As a result, sales department easily move to business en-tertainment and extreme special treatment to physicians, to attract them. Industry bodies have established guidelines and called for restraint, but these rules have had little effi-cacy so far.

While people see less productivity in sales activities, we have not seen decreasing number of MR, which has been actually increasing instead. The unique MR skillset and the Japanese old employment system, which emphasized long-term employment, created a situation that renders both internal transfer and dismissal difficult. Also, the pharmaceutical industry has enjoyed considerably high profits, meaning that even bear-ing these fixed labor costs in mind, there has been no sense of urgency to firms' economic viability.


Key Topics Covered:

1. Summary
2. Scope Discussed
3. Medical Representative
4. Number of MR
5. Number of MR by Company
6. Number of MR by Country
7. Is the number of MR in Japan reasonable?
8. Why So Many MR in Japan?
9. Regulations Concerning the Sale of Pharmaceuticals
10. Financial Contributions to Medical Institutions, Universities, and Physicians
11. Curbing Extreme Sales Tactics
12. Theoretical Underpinnings of Business & HR Strategy at Foreign Firms in Japan
13. Declining MR's Presence
14. Future Outlook


Companies Mentioned: 

  • Astra Zeneka
  • Astellas
  • Bayer
  • Boehringer
  • Chugai
  • Daiichi Sankyo
  • Dainippon Sumitomo
  • Eisai
  • Glaxo
  • Kowa
  • Kyowa Hakko Kirin
  • Lilly
  • MSD
  • Mitsubishi Tanabe
  • Novartis
  • Pfizer
  • Sanoif
  • Shionogi
  • Takeda


For more information visit http://www.researchandmarkets.com/research/76c5mf/japanese_sales


Media Contact: Laura Wood , +353-1-481-1716, press@researchandmarkets.net


More Stories By PR Newswire

Copyright © 2007 PR Newswire. All rights reserved. Republication or redistribution of PRNewswire content is expressly prohibited without the prior written consent of PRNewswire. PRNewswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

Latest Stories
SYS-CON Events announced today that Ocean9will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Ocean9 provides cloud services for Backup, Disaster Recovery (DRaaS) and instant Innovation, and redefines enterprise infrastructure with its cloud native subscription offerings for mission critical SAP workloads.
MongoDB Atlas leverages VPC peering for AWS, a service that allows multiple VPC networks to interact. This includes VPCs that belong to other AWS account holders. By performing cross account VPC peering, users ensure networks that host and communicate their data are secure. In his session at 20th Cloud Expo, Jay Gordon, a Developer Advocate at MongoDB, will explain how to properly architect your VPC using existing AWS tools and then peer with your MongoDB Atlas cluster. He'll discuss the secur...
Things are changing so quickly in IoT that it would take a wizard to predict which ecosystem will gain the most traction. In order for IoT to reach its potential, smart devices must be able to work together. Today, there are a slew of interoperability standards being promoted by big names to make this happen: HomeKit, Brillo and Alljoyn. In his session at @ThingsExpo, Adam Justice, vice president and general manager of Grid Connect, will review what happens when smart devices don’t work togethe...
Building a cross-cloud operational model can be a daunting task. Per-cloud silos are not the answer, but neither is a fully generic abstraction plane that strips out capabilities unique to a particular provider. In his session at 20th Cloud Expo, Chris Wolf, VP & Chief Technology Officer, Global Field & Industry at VMware, will discuss how successful organizations approach cloud operations and management, with insights into where operations should be centralized and when it’s best to decentraliz...
SYS-CON Events announced today that Juniper Networks (NYSE: JNPR), an industry leader in automated, scalable and secure networks, will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Juniper Networks challenges the status quo with products, solutions and services that transform the economics of networking. The company co-innovates with customers and partners to deliver automated, scalable and secure network...
Deep learning has been very successful in social sciences and specially areas where there is a lot of data. Trading is another field that can be viewed as social science with a lot of data. With the advent of Deep Learning and Big Data technologies for efficient computation, we are finally able to use the same methods in investment management as we would in face recognition or in making chat-bots. In his session at 20th Cloud Expo, Gaurav Chakravorty, co-founder and Head of Strategy Development ...
DevOps is often described as a combination of technology and culture. Without both, DevOps isn't complete. However, applying the culture to outdated technology is a recipe for disaster; as response times grow and connections between teams are delayed by technology, the culture will die. A Nutanix Enterprise Cloud has many benefits that provide the needed base for a true DevOps paradigm. In his Day 3 Keynote at 20th Cloud Expo, Chris Brown, a Solutions Marketing Manager at Nutanix, will explore t...
Imagine having the ability to leverage all of your current technology and to be able to compose it into one resource pool. Now imagine, as your business grows, not having to deploy a complete new appliance to scale your infrastructure. Also imagine a true multi-cloud capability that allows live migration without any modification between cloud environments regardless of whether that cloud is your private cloud or your public AWS, Azure or Google instance. Now think of a world that is not locked i...
Technology innovation is the driving force behind modern business and enterprises must respond by increasing the speed and efficiency of software delivery. The challenge is that existing enterprise applications are expensive to develop and difficult to modernize. This often results in what Gartner calls "Bimodal IT," where business struggle to apply modern tools and practices to traditional monolithic applications. But these existing assets can be modernized and made more efficient without havin...
Most companies are adopting or evaluating container technology - Docker in particular - to speed up application deployment, drive down cost, ease management and make application delivery more flexible overall. As with most new architectures, this dream takes a lot of work to become a reality. Even when you do get your application componentized enough and packaged properly, there are still challenges for DevOps teams to making the shift to continuous delivery and achieving that reduction in cost...
SYS-CON Events announced today that SoftLayer, an IBM Company, has been named “Gold Sponsor” of SYS-CON's 18th Cloud Expo, which will take place on June 7-9, 2016, at the Javits Center in New York, New York. SoftLayer, an IBM Company, provides cloud infrastructure as a service from a growing number of data centers and network points of presence around the world. SoftLayer’s customers range from Web startups to global enterprises.
SYS-CON Events announced today that Auditwerx will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Auditwerx specializes in SOC 1, SOC 2, and SOC 3 attestation services throughout the U.S. and Canada. As a division of Carr, Riggs & Ingram (CRI), one of the top 20 largest CPA firms nationally, you can expect the resources, skills, and experience of a much larger firm combined with the accessibility and attent...
SYS-CON Events announced today that Technologic Systems Inc., an embedded systems solutions company, will exhibit at SYS-CON's @ThingsExpo, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. Technologic Systems is an embedded systems company with headquarters in Fountain Hills, Arizona. They have been in business for 32 years, helping more than 8,000 OEM customers and building over a hundred COTS products that have never been discontinued. Technologic Systems’ pr...
SYS-CON Events announced today that CA Technologies has been named “Platinum Sponsor” of SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY, and the 21st International Cloud Expo®, which will take place October 31-November 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA. CA Technologies helps customers succeed in a future where every business – from apparel to energy – is being rewritten by software. From ...
SYS-CON Events announced today that HTBase will exhibit at SYS-CON's 20th International Cloud Expo®, which will take place on June 6-8, 2017, at the Javits Center in New York City, NY. HTBase (Gartner 2016 Cool Vendor) delivers a Composable IT infrastructure solution architected for agility and increased efficiency. It turns compute, storage, and fabric into fluid pools of resources that are easily composed and re-composed to meet each application’s needs. With HTBase, companies can quickly prov...