Sales Management - Pharmaceutical Executive


Sales Management
Recruiting, training, and retaining reps, incentives, metrics, in-field strategies, detail pieces, technology in sales, sampling, compliance, and more.

iDeal Tool of Sales Trade

May 1, 2011

The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up

The Death of a Sales Model?

April 1, 2011

These days, learning to strategically do more with less can keep your sales force performing at a high level

Creating Customer Value: New Horizons on the Managed Markets Journey

March 1, 2011

A highlight of the Hay Group's annual study of Sales Force Effectiveness, focusing on managed care markets

Engage the Physician!

March 1, 2011

New research shows that gauging the mind of the clinician is crucial to timely uptake of the new diagnostic tools offered by the genomic revolution

Honing Reforms from Clinical Development

February 1, 2011

Increased efficiency and lower operating costs for both CROs and vendors can be achieved by eliminating activities

Accelerated Evolution

February 1, 2011

Adapting training techniques is necessary to thrive in the fact-changing dynamic of a physician's office

Pharmacies are Our Friends

October 1, 2010

An underutilized sales resource, pharmacies and their staffs can help lead to improved scrip fulfillment and increased business

Maintaining a Culture of Compliance

September 1, 2010

In order to sustain compliance it must become a core component of every company's training, sales processes, and incentive programs

In Defense of the Battered Sales Rep

July 1, 2010

Why pharma sales representatives are still the best marketers and how to make them better.


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