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Computer Aided Selling im Pharma-Kundenmanagement
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Nachhaltige Vernderungen innerhalb der pharmazeutischen Industrie zwingen Pharmaunternehmen heute dazu, ihr Kundenmanagement grundlegend neu auszurichten. Von groer Bedeutung ist hierbei neben der Bercksichtigung neuer Zielgruppen wie Krankenkassen, Kassenrztliche Vereinigungen und Patienten auch eine potentialorientierte Selektion und Zusammenarbeit mit den wichtigsten bisherigen Partnern, den rzten. Arnim Jost analysiert das Spektrum informatorischer und funktionaler Anforderungen an eine umfassende EDV-Untersttzung des Pharma-Kundenmanagements und entwickelt ein prozeorientiertes Gestaltungskonzept fr ein integriertes Computer Aided Selling-System.
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