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GlaxoSmithKline had re-prioritised their target accounts and needed specific details validated to identify surgeries which offer a travel vaccination service. They selected Axiall following a competitive tendering process to undertake this key activity.

GSK provided a list of targets. There were 41 territories to be covered, each with 40 ‘win’ accounts giving a total number of 1640 targets to call.

In the event a total of 1740 surgeries were contacted within the originally agreed timescale and a complete database submitted to GSK.

GSK’s feedback was, “Axiall’s team includes some very experienced pharmaceutical sales people who are ABPI qualified and demonstrated their understanding of the type of information we required. Crucially their experience and interviewing skills not only elicited the information we requested but uncovered key additional information which added to the project’s success.

In the past sales teams have been expected to validate their own target accounts in the field and this process can take months to complete. On this occasion Axiall supplied a robust target list in a fraction of the time. The sales force were delighted that the hard graft had been done for them, leaving them motivated to sell to the right customers faster.”


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