Sales - Pharmaceutical Executive


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

Sales Reps and the New Commercial Organization

November 1, 2014

By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.

How Vital is Good Customer Experience in Healthcare?

August 11, 2014

Thanks to social media, a good or bad customer experience can go viral and make or break a business. But does this CX argument stand true in health?

Positioning: Still a Key Marketing Tool

June 26, 2014

Marketing communications theories come and go. One that has endured since it was put forward more than 30 years ago, however, is called positioning.

UK Company Wins Lilly Supplier Award

June 12, 2014


Field Force Evolution: Adapting to a New Ecosystem

October 1, 2013

Environmental changes on all sides of professional sale are forcing biopharmaceutical companies to select for new traits in the makeup of the field force function.

The Force Behind Sales Forces

January 1, 2013

Don't underestimate the importance of the first line manager.

Sales: Fully Mobilize Your Mobile Technology

February 16, 2012

So far companies have only scratched the surface of the potential offered by the 'new mobile ecosystem', writes Neeraj Singhal.

Competition 2.0: Brands vs. Generics

May 1, 2011

Innovator and generics companies are colliding as they invade each other's turf

iDeal Tool of Sales Trade

May 1, 2011

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


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