Sales

Nov 01, 2014
Pharmaceutical Executive
By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.
Oct 01, 2013
Pharmaceutical Executive
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.
Jan 01, 2013
Pharmaceutical Executive
Don't underestimate the importance of the first line manager.
Feb 16, 2012
So far companies have only scratched the surface of the potential offered by the 'new mobile ecosystem', writes Neeraj Singhal.
May 01, 2011
Pharmaceutical Executive
By Pharmaceutical Executive Editors
The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up
May 01, 2011
Pharmaceutical Executive
Innovator and generics companies are colliding as they invade each other's turf
Feb 01, 2011
Pharmaceutical Executive
By Pharmaceutical Executive Editors
Increased efficiency and lower operating costs for both CROs and vendors can be achieved by eliminating activities
Jul 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.
Jun 09, 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.
May 25, 2010
Pharmaceutical Executive
One year after the rash of pharma megamergers, Pharm Exec's annual listing of the industry's top-selling companies looks a little different. Find out who disappeared from the list, and what up-and-coming companies finally broke into the top 50.
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