Selling to physicians, other prescribers, and managed care: Sales techniques, metrics, compliance, sales-force effectiveness.
April 6, 2009
By:
Jim Hall, Terry Stone, Mark Mozeson
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
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March 1, 2009
By:
Brittany Agro
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
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November 1, 2008
A five-year forecast of the multiple-sclerosis market following the disruptions of Tysabri
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August 1, 2008
By:
William Schiemann
Seven steps you never knew that could fix the sales force
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June 1, 2008
By:
John Moran, Chris Nickum
In a time of slow growth, true innovators forge new relationships with core customers
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March 1, 2008
By:
Joanna Breitstein, Matthew Herman
Industry insiders explain how pharma companies are reorganizing their salesforces in the wake of industry-wide layoffs
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February 1, 2008
By:
Rayna Herman, Laura Ramos
Can pharma take its talent—and its earning potential—to the next level with employee education?
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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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