Sales Articles - Pharmaceutical Executive


Sales Articles
Selling to physicians, other prescribers, and managed care: Sales techniques, metrics, compliance, sales-force effectiveness.

Goodbye, Willy Loman

April 6, 2009

The days of pharma sales reps going office-to-office with samples and brochures are done. These days, they need to turn their attention to payers, pharmacists, and consumers

Make a Match

April 1, 2009

Big Pharma is finally making a commitment to partner-based outsourcing.

The New Sales Force

March 1, 2009

The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with—and how it's working

The Mess in MS

November 1, 2008

A five-year forecast of the multiple-sclerosis market following the disruptions of Tysabri

Do Something!

August 1, 2008

Seven steps you never knew that could fix the sales force

Blueprint for Excellence

June 1, 2008

In a time of slow growth, true innovators forge new relationships with core customers

Salesforce Roundtable

March 1, 2008

Industry insiders explain how pharma companies are reorganizing their salesforces in the wake of industry-wide layoffs

Basic Training: Trends in Learning & Development Departments

February 1, 2008

Can pharma take its talent—and its earning potential—to the next level with employee education?

Saving Sales

February 1, 2008

With sales forces shrinking, how does the industry combine new technologies with old-fashioned face time to maximize sales?


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