Selling to physicians, other prescribers, and managed care: Sales techniques, metrics, compliance, sales-force effectiveness.
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February 2, 2006
By:
David L. Stern
In 2004, US growth hormone sales reached nearly $711 million. But harsh restrictions on growth hormone treatments and their abuse as "lifestyle drugs" have injected controversy into the market. How can pharma ensure that its marketing efforts for products that help millions of children and adults reach the right targets?
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February 2, 2006
By:
David Rees
Imagine a person sitting alone in his living room suffering through a pounding migraine, while the rest of his family sits together around the kitchen table. He wants to join them, but his symptoms render him motionless. Now, imagine he has the choice to take two different drugs that promise to alleviate symptoms of his migraine. Drug A promises to help at the source of the problem by decreasing the frequency of swollen blood vessels around the brain, while drug B promises migraine-free days with more time to spend with the family. What do you think he would choose?
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February 2, 2006
By:
Wayne L. Pines, Ilyssa Levins
The pharmaceutical industry imposes higher standards on advertising, PR, and medical education agencies than any other industry, except perhaps the financial services sector. Agencies need to keep up with constantly changing rules for advertising and promoting drugs or devices.
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February 1, 2006
By:
Stefania Nappi, Briscoe Rodgers
Reps say they face restrictions on at least 82 percent of visits to medical offices. Many times these restrictions are arbitrary and disparate, vary by office and region, and are subject to frequent change.
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February 1, 2006
By:
Alana Klein
Our co-promotions have helped us build a strong infrastructure in the US.
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January 1, 2006
By:
Bob Davenport, Carrie Fisher
Big Pharma's hiring slowdown is not translating into a growing demand for contract sales organizations.
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