{"id":33912,"date":"2025-07-09T11:17:59","date_gmt":"2025-07-09T15:17:59","guid":{"rendered":"https:\/\/solutionsmetrix.com\/non-classifiee\/les-defis-du-persona-pharma\/"},"modified":"2025-01-07T16:22:20","modified_gmt":"2025-01-07T21:22:20","slug":"les-defis-du-persona-pharma","status":"publish","type":"post","link":"https:\/\/solutionsmetrix.com\/fr\/article\/les-defis-du-persona-pharma\/","title":{"rendered":"Les d\u00e9fis du Persona Pharma"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"33912\" class=\"elementor elementor-33912 elementor-28677\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4d9df8dd e-flex e-con-boxed e-con e-parent\" data-id=\"4d9df8dd\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-27bf2978 e-con-full e-flex e-con e-child\" data-id=\"27bf2978\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6dbc6ae3 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"6dbc6ae3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>En un coup d&#8217;\u0153il :<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-73994e71 elementor-icon-list--layout-traditional elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"73994e71\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Une vision unifi\u00e9e du client<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\"> Saisie fastidieuse des donn\u00e9es<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Gestion des visites<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\"> Interface utilisateur d\u00e9pass\u00e9e<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Mesurer les indicateurs de performance cl\u00e9s<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Budgets et gestion des comptes<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Rapprochement des donn\u00e9es<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Distributions d'\u00e9chantillons<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Niveaux d'adoption par les prescripteurs<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Formation m\u00e9dicale continue (FMC)<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-circle\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8C119 8 8 119 8 256s111 248 248 248 248-111 248-248S393 8 256 8z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Promouvoir les initiatives rapides<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3dc29206 e-con-full e-flex e-con e-child\" data-id=\"3dc29206\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-51e7df35 e-flex e-con-boxed e-con e-child\" data-id=\"51e7df35\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5205cfe1 elementor-widget elementor-widget-heading\" data-id=\"5205cfe1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Le paysage pharmaceutique a chang\u00e9. En cons\u00e9quence, le r\u00f4le des repr\u00e9sentants commerciaux \u00e9volue en raison de la consolidation des fournisseurs, d'une base de consommateurs de plus en plus avertis et de la pression r\u00e9glementaire.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-74e300f elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"74e300f\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-11ee0b2\" data-id=\"11ee0b2\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c67d554 elementor-widget elementor-widget-text-editor\" data-id=\"c67d554\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong style=\"color: var( --e-global-color-text ); font-family: var( --e-global-typography-text-font-family ), Sans-serif; font-size: 24px;\">Une vision unifi\u00e9e du client<\/strong><\/p><p>Les repr\u00e9sentants pharmaceutiques sont confront\u00e9s \u00e0 plusieurs d\u00e9fis bas\u00e9s sur les persona[i]. Le paysage <a href=\"https:\/\/solutionsmetrix.com\/fr\/article\/realites-et-tendances-dans-lindustrie-pharmaceutique\/\" target=\"_blank\" rel=\"noopener\">pharmaceutique<\/a> a chang\u00e9. En cons\u00e9quence, le r\u00f4le des repr\u00e9sentants commerciaux \u00e9volue en raison de la consolidation des fournisseurs, d&#8217;une base de consommateurs de plus en plus avertis et de la pression r\u00e9glementaire.<\/p><p>Avoir une vue \u00e0 360 degr\u00e9s des clients signifie disposer d&#8217;un grand nombre d&#8217;informations. Elle ne se limite pas aux pr\u00e9occupations des clients, mais aussi \u00e0 celles des entreprises et des motivateurs. Conna\u00eetre ses tactiques et disposer de suffisamment d&#8217;informations est essentiel \u00e0 la r\u00e9ussite d&#8217;une campagne de vente.<\/p><p>Les repr\u00e9sentants doivent d\u00e9tenir des donn\u00e9es sur les ant\u00e9c\u00e9dents des patients en mati\u00e8re d&#8217;engagement, sur leurs points faibles et sur les risques qu&#8217;ils encourent. S&#8217;ils disposent de statistiques sur les appels, les courriels, les visites et les commentaires des patients, ils seront plus performants. Bien que l&#8217;organisation des donn\u00e9es soit un d\u00e9fi pour les commerciaux, ils peuvent certainement transformer cette difficult\u00e9 en opportunit\u00e9.<\/p><h2 id=\"h-tedious-data-entry\"><strong>Saisie fastidieuse des donn\u00e9es<\/strong><\/h2><p>La saisie manuelle des donn\u00e9es dans un syst\u00e8me CRM (Customer Relationship Management) est la plus fastidieuse pour les commerciaux et les \u00e9quipes de vente. La saisie des donn\u00e9es CRM est fastidieuse et peut souvent entra\u00eener des erreurs de duplication. 32 % des repr\u00e9sentants commerciaux passent une heure par jour \u00e0 saisir des donn\u00e9es dans un syst\u00e8me de gestion de la relation client. Comme ils perdent leur temps dans des t\u00e2ches sans valeur ajout\u00e9e, ils ont moins de temps pour vendre des produits. De plus, les donn\u00e9es CRM peuvent \u00eatre truff\u00e9es d&#8217;erreurs qui peuvent affecter les performances d&#8217;une \u00e9quipe, le taux de conclusion et le taux de r\u00e9ussite.<\/p><h2 id=\"h-managing-visits\"><strong>Gestion des visites<\/strong><\/h2><p>Les m\u00e9decins ont un emploi du temps charg\u00e9, ce qui complique la t\u00e2che des repr\u00e9sentants commerciaux. Ils pr\u00e9f\u00e8rent \u00eatre inform\u00e9s sur un produit par courrier \u00e9lectronique ou par SMS plut\u00f4t que par t\u00e9l\u00e9phone, ce qui rend difficile l&#8217;organisation de r\u00e9unions en face \u00e0 face. Les visites n\u00e9cessitent une planification, ce qui peut entra\u00eener beaucoup de stress, d&#8217;autant plus que les repr\u00e9sentants sont souvent confront\u00e9s \u00e0 des refus.<\/p><h2 id=\"h-outdated-user-interface\"><strong>Interface utilisateur d\u00e9pass\u00e9e<\/strong><\/h2><p>Un repr\u00e9sentant commercial peut \u00eatre confront\u00e9 \u00e0 diff\u00e9rents probl\u00e8mes d&#8217;interface utilisateur, comme des sites web \u00e0 chargement lent qui peuvent \u00eatre tr\u00e8s frustrants ou des complexit\u00e9s inutiles. De tels \u00e9l\u00e9ments de conception de sites web peuvent rendre le processus beaucoup plus difficile. Une interface obsol\u00e8te, inefficace et non r\u00e9active s\u00e8me la confusion chez l&#8217;utilisateur, prend plus de temps et ajoute de la complexit\u00e9, de la col\u00e8re et de la frustration chez les commerciaux.<\/p><h2 id=\"h-measuring-kpis\"><strong>Mesurer les indicateurs de performance cl\u00e9s<\/strong><\/h2><p>La responsabilit\u00e9 d&#8217;un repr\u00e9sentant commercial est de mesurer et de suivre les indicateurs cl\u00e9s de performance afin d&#8217;\u00e9valuer les interactions avec les clients et la performance globale. Il est important de se concentrer sur ceux qui ne sont pas sur la bonne voie et d&#8217;aligner l&#8217;\u00e9quipe sur les bons indicateurs cl\u00e9s de performance afin de lib\u00e9rer le maximum de potentiel.<\/p><p>Les cadres disposent de tableaux de bord pour un examen et une analyse rapides analyse. Les indicateurs cl\u00e9s de performance pour le suivi des activit\u00e9s des commerciaux sont g\u00e9n\u00e9ralement le nombre d&#8217;appels, d&#8217;e-mails envoy\u00e9s, de pistes cr\u00e9\u00e9es, de suivis, de visites enregistr\u00e9es, de connexions sur les m\u00e9dias sociaux et de conversations.<\/p><p>Ils rapprochent \u00e9galement les notes de frais des repr\u00e9sentants des ventes des ventes g\u00e9n\u00e9r\u00e9es. Il est important de mesurer le rendement par rapport aux d\u00e9penses pour convaincre les m\u00e9decins d&#8217;acheter le produit. Enfin, ils gardent un \u0153il sur les vendeurs, contr\u00f4lent en permanence leurs activit\u00e9s et suivent leurs performances. Ils per\u00e7oivent l&#8217;\u00e9volution de la demande et adaptent les activit\u00e9s de vente en cons\u00e9quence.<\/p><h2 id=\"h-budgets-and-account-management\"><strong>Budgets et gestion des comptes<\/strong><\/h2><p>Les budgets de vente sont essentiels pour obtenir des informations sur les ventes futures et r\u00e9soudre les probl\u00e8mes commerciaux. Les comparaisons budg\u00e9taires pour les promotions et les ventes de produits permettent de d\u00e9terminer s&#8217;il est n\u00e9cessaire ou non d&#8217;augmenter les investissements. Raison de plus pour nouer des relations solides avec vos clients et offrir des services de qualit\u00e9 sup\u00e9rieure.<\/p><h2 id=\"h-data-reconciliation\"><strong>Rapprochement des donn\u00e9es<\/strong><\/h2><p>Les commerciaux sont en permanence pris au pi\u00e8ge de la r\u00e9conciliation des donn\u00e9es entre plusieurs syst\u00e8mes. Cela peut concerner les points de vente et les ordonnances. Il s&#8217;agit d&#8217;\u00e9valuer de mani\u00e8re exhaustive le r\u00e9gime m\u00e9dicamenteux d&#8217;un patient, de comparer diff\u00e9rentes donn\u00e9es et d&#8217;identifier les produits les plus prescrits.<\/p><p>Un repr\u00e9sentant commercial peut \u00e9tudier le produit propos\u00e9 par son entreprise et rassembler suffisamment de connaissances scientifiques pour le d\u00e9fendre ou en prouver la valeur, en recueillant et en rapprochant les donn\u00e9es cliniques au profit de l&#8217;entreprise.<\/p><h2 id=\"h-sample-distributions\"><strong>Distributions d&#8217;\u00e9chantillons<\/strong><\/h2><p>Les repr\u00e9sentants des ventes sont charg\u00e9s de calculer les besoins en approvisionnement. Ils utilisent les donn\u00e9es relatives au r\u00e9gime posologique pour calculer l&#8217;approvisionnement sur plusieurs jours et plusieurs unit\u00e9s d\u00e9livr\u00e9es afin d&#8217;\u00e9valuer la production. Ils prennent en compte les donn\u00e9es des consommateurs pour g\u00e9rer l&#8217;ensemble du flux de travail li\u00e9 \u00e0 la s\u00e9lection de l&#8217;\u00e9chantillon de m\u00e9decins dans une zone sp\u00e9cifique. Ils collectent, stockent et r\u00e9cup\u00e8rent \u00e9galement des \u00e9chantillons. Avec un syst\u00e8me CRM, vous pouvez augmenter consid\u00e9rablement vos conversions en sachant toujours o\u00f9 sont all\u00e9s vos \u00e9chantillons et en planifiant facilement des appels de suivi strat\u00e9giques, ce qui rend le processus de distribution d&#8217;\u00e9chantillons plus facile et plus rentable.<\/p><h2 id=\"h-prescriber-adoption-levels\"><strong>Niveaux d&#8217;adoption par les prescripteurs<\/strong><\/h2><p>Il est difficile pour les repr\u00e9sentants commerciaux d&#8217;attendre que les m\u00e9decins adoptent leurs produits. Ils doivent comprendre les m\u00e9decins, r\u00e9pondre \u00e0 leurs attentes et identifier les facteurs associ\u00e9s \u00e0 une adoption rapide.<\/p><h2 id=\"h-continuous-medical-education-cme\"><strong>Formation m\u00e9dicale continue (FMC)<\/strong><\/h2><p>L&#8217;apprentissage ne s&#8217;arr\u00eate jamais, et les repr\u00e9sentants doivent faire cet effort suppl\u00e9mentaire dans leur travail. La FMC aide les m\u00e9decins \u00e0 am\u00e9liorer les r\u00e9sultats pour les patients gr\u00e2ce \u00e0 de nouveaux produits, \u00e0 r\u00e9duire les co\u00fbts et \u00e0 am\u00e9liorer la qualit\u00e9 et l&#8217;efficacit\u00e9 globales du syst\u00e8me.<\/p><p>Les repr\u00e9sentants des laboratoires pharmaceutiques ont besoin d&#8217;une formation continue pour s&#8217;informer sur les nouvelles d\u00e9couvertes en mati\u00e8re de m\u00e9dicaments et d\u00e9fendre leur produit en \u00e9num\u00e9rant les avantages qu&#8217;il pr\u00e9sente. N\u00e9anmoins, la FMC pour les repr\u00e9sentants commerciaux est une d\u00e9pense dont le retour sur investissement peut et doit \u00eatre suivi.<\/p><h2 id=\"h-pushing-quick-initiatives\"><strong>Promouvoir les initiatives rapides<\/strong><\/h2><p>Lorsque des produits concurrents sont en rupture de stock, c&#8217;est une occasion en or de mettre en valeur votre produit. Les responsables des ventes sont charg\u00e9s d&#8217;am\u00e9liorer les activit\u00e9s de prospection et de pr\u00e9paration des commandes. Leurs d\u00e9cisions peuvent consid\u00e9rablement am\u00e9liorer la r\u00e9putation et stimuler la croissance. Et si vous automatisiez la t\u00e2che consistant \u00e0 recueillir les opinions et les commentaires des prescripteurs au moyen d&#8217;enqu\u00eates ?<\/p><h2 id=\"h-conclusion\"><strong>Conclusion<\/strong><\/h2><p>Les repr\u00e9sentants des laboratoires pharmaceutiques sont confront\u00e9s \u00e0 plusieurs d\u00e9fis en mati\u00e8re de personnalit\u00e9, pour lesquels ils doivent d\u00e9ployer des efforts et faire preuve d&#8217;habilet\u00e9. En connaissant exceptionnellement bien leurs clients, ils peuvent prendre une longueur d&#8217;avance en faisant mieux conna\u00eetre leurs produits et leurs connaissances en mati\u00e8re de sant\u00e9. Un syst\u00e8me de gestion de la relation client facilite les choses.<\/p><p>Il n&#8217;est plus n\u00e9cessaire de saisir et d&#8217;analyser les donn\u00e9es relatives aux clients, car les syst\u00e8mes de gestion de la relation client (CRM) peuvent automatiser une grande partie de ces t\u00e2ches. Les repr\u00e9sentants doivent planifier des visites et demander des interactions individuelles pour convaincre les m\u00e9decins d&#8217;acheter leurs produits, mais cela a \u00e9galement beaucoup \u00e9volu\u00e9, les interactions num\u00e9riques devenant la norme.<\/p><p><strong>VOUS VOULEZ EN SAVOIR PLUS : CONSULTEZ NOTRE WEBINAIRE ICI<\/strong><\/p><hr class=\"wp-block-separator has-alpha-channel-opacity\" \/><p><sup>[i] Le terme &#8220;persona&#8221; est couramment utilis\u00e9 en marketing. Il s&#8217;agit d&#8217;un personnage fictif pr\u00e9sentant les principales caract\u00e9ristiques du client cible d&#8217;un produit ou d&#8217;un service. Les termes synonymes &#8220;persona client&#8221; ou &#8220;avatar client&#8221; sont \u00e9galement utilis\u00e9s. (Source : Le Grand dictionnaire terminologique de l&#8217;OQLF).<\/sup><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t<div class=\"elementor-element elementor-element-500d74fc e-flex e-con-boxed e-con e-parent\" data-id=\"500d74fc\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a7a3d68 elementor-widget elementor-widget-heading\" data-id=\"a7a3d68\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Autres ressources<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5ef17e99 e-con-full e-flex e-con e-child\" data-id=\"5ef17e99\" 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padding-left:15px;\n    border-radius: 25px;\n}\/* End custom CSS *\/<\/style>\t\t<div data-elementor-type=\"loop-item\" data-elementor-id=\"32462\" class=\"elementor elementor-32462 elementor-27484 e-loop-item e-loop-item-33965 post-33965 post type-post status-publish format-standard has-post-thumbnail hentry category-temoignage tag-creatio-fr tag-healthcare-fr tag-pharma-fr\" data-elementor-post-type=\"elementor_library\" data-custom-edit-handle=\"1\">\n\t\t\t<div class=\"elementor-element elementor-element-7aacfa9 e-flex e-con-boxed e-con e-parent\" data-id=\"7aacfa9\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<a class=\"elementor-element elementor-element-f80cc2d e-flex e-con-boxed e-con e-child\" data-id=\"f80cc2d\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\" href=\"https:\/\/solutionsmetrix.com\/fr\/temoignage\/creatio-no-code-crm-pour-lindustrie-pharmaceutique-les-hopitaux-et-le-secteur-de-la-sante\/\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<div class=\"elementor-element elementor-element-30d2833 e-con-full e-flex e-con e-child\" data-id=\"30d2833\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-7d523a9 e-con-full e-flex e-con e-child\" data-id=\"7d523a9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-8e4cd2e e-con-full e-flex e-con e-child\" data-id=\"8e4cd2e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-574ec32 elementor-widget elementor-widget-heading\" data-id=\"574ec32\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/solutionsmetrix.com\/fr\/category\/temoignage\/\" rel=\"tag\">T\u00e9moignages<\/a><\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e7f08d5 elementor-widget elementor-widget-heading\" data-id=\"e7f08d5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Creatio (No-Code CRM) pour l&#8217;industrie pharmaceutique, les h\u00f4pitaux et le secteur de la sant\u00e9<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-064426d elementor-widget elementor-widget-heading\" data-id=\"064426d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">23 juillet 2025<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-9a0ae16 e-con-full e-flex e-con e-child\" data-id=\"9a0ae16\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5a22ede elementor-widget elementor-widget-theme-post-excerpt\" data-id=\"5a22ede\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-excerpt.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\tL'impact du No-Code CRM de Creatio dans le secteur des soins de sant\u00e9 \u00e0 travers l'analyse vid\u00e9o d'un\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ee92f52 e-con-full e-flex e-con e-child\" data-id=\"ee92f52\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4f1b04b elementor-align-left elementor-widget elementor-widget-button\" data-id=\"4f1b04b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/solutionsmetrix.com\/fr\/temoignage\/creatio-no-code-crm-pour-lindustrie-pharmaceutique-les-hopitaux-et-le-secteur-de-la-sante\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-circle-right\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8c137 0 248 111 248 248S393 504 256 504 8 393 8 256 119 8 256 8zm113.9 231L234.4 103.5c-9.4-9.4-24.6-9.4-33.9 0l-17 17c-9.4 9.4-9.4 24.6 0 33.9L285.1 256 183.5 357.6c-9.4 9.4-9.4 24.6 0 33.9l17 17c9.4 9.4 24.6 9.4 33.9 0L369.9 273c9.4-9.4 9.4-24.6 0-34z\"><\/path><\/svg>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">En savoir plus<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<style id=\"loop-dynamic-32462\">.e-loop-item-37493 .elementor-element.elementor-element-f80cc2d:not(.elementor-motion-effects-element-type-background), .e-loop-item-37493 .elementor-element.elementor-element-f80cc2d > .elementor-motion-effects-container > .elementor-motion-effects-layer{background-image:url(\"https:\/\/solutionsmetrix.com\/wp-content\/uploads\/2024\/04\/iStock-1999859439.jpg\");}<\/style>\t\t<div data-elementor-type=\"loop-item\" data-elementor-id=\"32462\" class=\"elementor elementor-32462 elementor-27484 e-loop-item e-loop-item-37493 post-37493 post type-post status-publish format-standard has-post-thumbnail hentry category-ebook tag-pharma-fr tag-sugar-fr\" data-elementor-post-type=\"elementor_library\" data-custom-edit-handle=\"1\">\n\t\t\t<div class=\"elementor-element elementor-element-7aacfa9 e-flex e-con-boxed e-con e-parent\" data-id=\"7aacfa9\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<a class=\"elementor-element elementor-element-f80cc2d e-flex e-con-boxed e-con e-child\" data-id=\"f80cc2d\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\" href=\"https:\/\/solutionsmetrix.com\/fr\/ebook\/quels-sont-les-criteres-de-selection-dune-plateforme-de-gestion-de-la-relation-client-dans-lindustrie-pharmaceutique\/\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<div class=\"elementor-element elementor-element-30d2833 e-con-full e-flex e-con e-child\" data-id=\"30d2833\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-7d523a9 e-con-full e-flex e-con e-child\" data-id=\"7d523a9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-8e4cd2e e-con-full e-flex e-con e-child\" data-id=\"8e4cd2e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-574ec32 elementor-widget elementor-widget-heading\" data-id=\"574ec32\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/solutionsmetrix.com\/fr\/category\/ebook\/\" rel=\"tag\">Ebooks<\/a><\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e7f08d5 elementor-widget elementor-widget-heading\" data-id=\"e7f08d5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Quels sont les crit\u00e8res de s\u00e9lection d&#8217;une plateforme de gestion de la relation client dans l&#8217;industrie pharmaceutique ?<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-064426d elementor-widget elementor-widget-heading\" data-id=\"064426d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">17 juillet 2025<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-9a0ae16 e-con-full e-flex e-con e-child\" data-id=\"9a0ae16\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5a22ede elementor-widget elementor-widget-theme-post-excerpt\" data-id=\"5a22ede\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-excerpt.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\tLa nature r\u00e9volutionnaire de l'industrie des sciences de la vie oblige les repr\u00e9sentants commerciaux d'aujourd'hui \u00e0 \u00eatre plus\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ee92f52 e-con-full e-flex e-con e-child\" data-id=\"ee92f52\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4f1b04b elementor-align-left elementor-widget elementor-widget-button\" data-id=\"4f1b04b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/solutionsmetrix.com\/fr\/ebook\/quels-sont-les-criteres-de-selection-dune-plateforme-de-gestion-de-la-relation-client-dans-lindustrie-pharmaceutique\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-circle-right\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8c137 0 248 111 248 248S393 504 256 504 8 393 8 256 119 8 256 8zm113.9 231L234.4 103.5c-9.4-9.4-24.6-9.4-33.9 0l-17 17c-9.4 9.4-9.4 24.6 0 33.9L285.1 256 183.5 357.6c-9.4 9.4-9.4 24.6 0 33.9l17 17c9.4 9.4 24.6 9.4 33.9 0L369.9 273c9.4-9.4 9.4-24.6 0-34z\"><\/path><\/svg>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">En savoir plus<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<style id=\"loop-dynamic-32462\">.e-loop-item-37635 .elementor-element.elementor-element-f80cc2d:not(.elementor-motion-effects-element-type-background), .e-loop-item-37635 .elementor-element.elementor-element-f80cc2d > .elementor-motion-effects-container > .elementor-motion-effects-layer{background-image:url(\"https:\/\/solutionsmetrix.com\/wp-content\/uploads\/2024\/04\/Doctor-working-on-Laptop-Solutions-Metrix.jpg\");}<\/style>\t\t<div data-elementor-type=\"loop-item\" data-elementor-id=\"32462\" class=\"elementor elementor-32462 elementor-27484 e-loop-item e-loop-item-37635 post-37635 post type-post status-publish format-standard has-post-thumbnail hentry category-ebook tag-pharma-fr\" data-elementor-post-type=\"elementor_library\" data-custom-edit-handle=\"1\">\n\t\t\t<div class=\"elementor-element elementor-element-7aacfa9 e-flex e-con-boxed e-con e-parent\" data-id=\"7aacfa9\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<a class=\"elementor-element elementor-element-f80cc2d e-flex e-con-boxed e-con e-child\" data-id=\"f80cc2d\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\" href=\"https:\/\/solutionsmetrix.com\/fr\/ebook\/realites-et-tendances-de-lindustrie-pharmaceutique\/\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<div class=\"elementor-element elementor-element-30d2833 e-con-full e-flex e-con e-child\" data-id=\"30d2833\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-7d523a9 e-con-full e-flex e-con e-child\" data-id=\"7d523a9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-8e4cd2e e-con-full e-flex e-con e-child\" data-id=\"8e4cd2e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-574ec32 elementor-widget elementor-widget-heading\" data-id=\"574ec32\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\"><a href=\"https:\/\/solutionsmetrix.com\/fr\/category\/ebook\/\" rel=\"tag\">Ebooks<\/a><\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e7f08d5 elementor-widget elementor-widget-heading\" data-id=\"e7f08d5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">R\u00e9alit\u00e9s et tendances de l&#8217;industrie pharmaceutique<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-064426d elementor-widget elementor-widget-heading\" data-id=\"064426d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">16 juillet 2025<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-9a0ae16 e-con-full e-flex e-con e-child\" data-id=\"9a0ae16\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5a22ede elementor-widget elementor-widget-theme-post-excerpt\" data-id=\"5a22ede\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-excerpt.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\tD\u00e9couvrez comment une solution CRM sans code peut am\u00e9liorer vos efforts de marketing et vos op\u00e9rations quotidiennes. Les\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ee92f52 e-con-full e-flex e-con e-child\" data-id=\"ee92f52\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4f1b04b elementor-align-left elementor-widget elementor-widget-button\" data-id=\"4f1b04b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/solutionsmetrix.com\/fr\/ebook\/realites-et-tendances-de-lindustrie-pharmaceutique\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-circle-right\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M256 8c137 0 248 111 248 248S393 504 256 504 8 393 8 256 119 8 256 8zm113.9 231L234.4 103.5c-9.4-9.4-24.6-9.4-33.9 0l-17 17c-9.4 9.4-9.4 24.6 0 33.9L285.1 256 183.5 357.6c-9.4 9.4-9.4 24.6 0 33.9l17 17c9.4 9.4 24.6 9.4 33.9 0L369.9 273c9.4-9.4 9.4-24.6 0-34z\"><\/path><\/svg>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">En savoir plus<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Le paysage pharmaceutique a chang\u00e9. En cons\u00e9quence, le r\u00f4le des repr\u00e9sentants commerciaux \u00e9volue en raison de la consolidation des fournisseurs, d&#8217;une base de consommateurs de plus en plus avertis et de la pression r\u00e9glementaire.<\/p>\n","protected":false},"author":10,"featured_media":28679,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"nf_dc_page":"","footnotes":""},"categories":[544],"tags":[562],"class_list":["post-33912","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article","tag-pharma-fr"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>CRM pour l&#039;industrie pharmaceutique : d\u00e9fis et strat\u00e9gies<\/title>\n<meta name=\"description\" content=\"Naviguez dans le paysage complexe de la vente de produits pharmaceutiques gr\u00e2ce \u00e0 des 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