Articles by S. Kent Stephan - Pharmaceutical Executive

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Articles by S. Kent Stephan

Retooling the Pharma Marketing Model

Apr 1, 2009
By: S. Kent Stephan

It's time for pharma market research to advance science-based decisions and foster judgement calls

Sales Management: Starting from Zero

Sales force productivity is best captured in increments—not quotas.
Mar 1, 2005
By: S. Kent Stephan

Pharma companies allocate sales calls to doctors based on historic prescribing patterns. Heavy prescribers attract more calls, sometimes in proportion to volume. There's a problem with that practice...

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