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Tactical war games/competitive simulations to gain share

Tactical war games are generally used for strengthening detailing in product launches and to develop successful counter-messages to competitors that are gaining share. Definitions and main hypothesis: A tactical war game is a simulation of a typical sales visit to get a thorough knowledge and understanding of the competition’s sales approach to develop own alternatives […]

Need to predict the competitive behavior in the pharmaceutical market

Pharmaceutical companies, in general, tend to neglect the role of competition in strategic analysis, in spite of being in markets where competition plays a significant role, as, usually, two or three players have 80%-90% combined market share per therapeutic category. To be fair, pharmaceutical companies are not alone in this, according to a McKinsey survey[1], […]

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