Sales News - Pharmaceutical Executive


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

Higher Learning for Pharma Sales Reps

April 29, 2009

American Society of Hypertension to launch new education program that grants sales reps hypertension accreditation after rigorous training.

US Pharma Market To Decline in 2009

April 22, 2009

IMS has revised its 2009, forecast and the outlook isn't pretty for the United States, which looks to drop 1 to 2 percent in the coming year.

Drug Sales See Minimal Climb in 2008

March 25, 2009

Farewell to double-digit growth. Between patent expirations and a sagging economy, sales of prescription drugs grew only 1.3 percent last year.

Physicians Continue to Limit Face Time with Reps

February 18, 2009

SK&A released grim news last week - nearly two-thirds of sales reps are either banned or forced to make an appointment before they can set foot in a doctor?s office.

Publicis Aligns in Messaging Divisions

February 4, 2009

Pharma companies are trimming their bloated sales forces by the hundreds. Eyeballing a golden opportunity, Publicis has aligned its independent communications and sales shops under one umbrella, giving pharma a one-stop-shop for filling in sales gaps. Pharm Exec talks to Publicis? Betsy Lane to learn more.

Analysts Speculate on Pfizer Cuts

January 21, 2009

Rumors is that Pfizer will lay off a third of its sales force. It's still up in the air, but analysts predict that the truth may not be far from the speculation.

What Doctors Really Think About Reps

December 17, 2008

New study shows that physicians aren't as opposed to sales rep visits as some might think. However, a growing number of docs are becoming fans of rep meetings in conjunction with some form of electronic detailing.

Cigna Boosts Lipitor to Preferred Status

December 10, 2008

In advance of Lipitor's looming 2011 patent expiry, Cigna has moved the popular cholesterol drug to preferred status to help defray the cost to patients and make it easier for them to move to the generic when Lipitor officially goes off patent.

IMS Predicts Plateau in Global Growth

November 5, 2008

The global pharma market is expected to grow about 5 percent in 2009. The Winners: emerging markets and specialty drugs. The losers: the United States market and primary care drugs.


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