Articles by S. Kent Stephan - Pharmaceutical Executive


Articles by S. Kent Stephan

Retooling the Pharma Marketing Model

Apr 1, 2009

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

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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