Articles by Jann Kennan, EdS - Pharmaceutical Executive

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Articles by Jann Kennan, EdS

Sales Management Redefine Top Performers

Incentives should be based on behavior, not prescription writing.
Oct 1, 2004

Managers employ incentive programs to get reps passionate and focused on detailing doctors. But during mergers or acquisitions, which are huge distractions, managers need to turn up the heat on those programs.

Marketing to Professionals: Reps and Health Literacy

Companies can educate doctors on how to improve compliance.
Sep 1, 2004

Research shows that consumers retain more information with visual aids, and when providers write on a prescription pad "Get active for 30 minutes three times each week," patients take it more seriously.

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