Sales - Pharmaceutical Executive


Selling to physicians, other prescribers, and managed care: Sales techniques, metrics, compliance, sales-force effectiveness.

Field Force Evolution: Adapting to a New Ecosystem

October 1, 2013

Environmental changes on all sides of professional sale are forcing biopharmaceutical companies to select for new traits in the makeup of the field force function.

The Force Behind Sales Forces

January 1, 2013

Don't underestimate the importance of the first line manager.

Sales: Fully Mobilize Your Mobile Technology

February 16, 2012

So far companies have only scratched the surface of the potential offered by the 'new mobile ecosystem', writes Neeraj Singhal.

Competition 2.0: Brands vs. Generics

May 1, 2011

Innovator and generics companies are colliding as they invade each other's turf

iDeal Tool of Sales Trade

May 1, 2011

The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up

Honing Reforms from Clinical Development

February 1, 2011

Increased efficiency and lower operating costs for both CROs and vendors can be achieved by eliminating activities

Health 2.0: A Game-changer in the Health Care Industry

October 5, 2010

With the growth of online technology and mobile innovations, health information has never been more accessible. Given the constraints of working in a tightly regulated environment, life sciences companies have moved slowly to adopt Health 2.0, treating it as a minor component of their commercial strategies and marketing plans.

GSK Rethinks Rep Compensation

July 28, 2010

Bonuses for reps at GlaxoSmithKline will soon be based on customer feedback and adherence to company policy, not sales targets. The move promises to transform sales & marketing, but the company offered few details about how the plan will be implemented.

Physicians Not on the Move

June 9, 2010

A new study indicates that doctors are no longer switching offices - largely due to current economic woes. What does this mean for sales reps? Pharm Exec interviews SK&A to find out more about its survey.


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