Selling to physicians, other prescribers, and managed care: Sales techniques, metrics, compliance, sales-force effectiveness.
September 1, 2011
By:Celeste Mosby, Michael Leimbach
Prparing sales people to step into a manager's role requires clear communication of company objectives, proper support, and incentives beyond a paycheck
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May 1, 2011
By:Stan Bernard, MD
Innovator and generics companies are colliding as they invade each other's turf
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May 1, 2011
The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up
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February 1, 2011
Increased efficiency and lower operating costs for both CROs and vendors can be achieved by eliminating activities
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October 5, 2010
With the growth of online technology and mobile innovations, health information has never been more accessible. Given the constraints of working in a tightly regulated environment, life sciences companies have moved slowly to adopt Health 2.0, treating it as a minor component of their commercial strategies and marketing plans.
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July 28, 2010
By:Reid Paul, Pharm Rep Magazine
Bonuses for reps at GlaxoSmithKline will soon be based on customer feedback and adherence to company policy, not sales targets. The move promises to transform sales & marketing, but the company offered few details about how the plan will be implemented.
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June 9, 2010
By:George Koroneos
A new study indicates that doctors are no longer switching offices - largely due to current economic woes. What does this mean for sales reps? Pharm Exec interviews SK&A to find out more about its survey.
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May 25, 2010
By:Mark Mozeson, Oliver Wyman, Patrick Clinton, Oliver Wyman
One year after the rash of pharma megamergers, Pharm Exec's annual listing of the industry's top-selling companies looks a little different. Find out who disappeared from the list, and what up-and-coming companies finally broke into the top 50.
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May 10, 2010
This report provides a summary of the health care reform issues that have emerged as important to related industries. For life sciences companies in particular, the implications of those issues are examined and a new approach in addressing the government as a key stakeholder is explored.
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