Articles by Jim Alonso - Pharmaceutical Executive

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Articles by Jim Alonso

Just What the Doctor Ordered

As of July 1, physicians can choose to withhold their personal prescribing data from sales reps. Companies still can use the data for compensation and marketing, but they have to comply with the PDRP.
May 1, 2006

Pharma should comply with PDRP. If the program fails, a likely result is state legislation that proves even more restrictive.

CRM The "Ecosystem" Difference

To make effective use of Customer relationship management, pharma companies must go beyond sales force automation.
Aug 1, 2002

Successful pharmaceutical sales and marketing organizations operate much like healthy ecosystems: each interdependent group fills a critical need for the company's growth and survival. (See "Sales and Marketing Ecosystem," ) Yet many pharma com-panies can barely sustain past growth performance, let alone attain a higher level. If the trend continues unchecked, several pharma companies could falter.

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