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Pharma’s Understanding of Competitive IntelligenceDespite the investment in place, industry still struggles to take advantage of competitive intelligence as key decision aid.
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Establish investment priorities and exploit your 401(k) planA rep's guide to retirement investing.
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The Sampling SubsidyPhysicians give only 25 percent of samples to newly diagnosed patients, along with a prescription.
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Manage your resources to drive your businessReps can make a better impact by managing the time they have.
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Unleash the DragonChina's large patient base and concentrated specialty hospitals make it easier to recruit patients for clinical trials in than in the United States. On average, companies can save from two to five months by conducting a Phase I study in China.
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Empowerment selling through persuasionAside from helping the prospects and customers succeed at what they do or want to do, salespeople are most interested in one specific behavior change: compliance to a request. In generating a positive response, six basic tendencies of human behavior take the stage: reciprocation, consistency, social validation, liking, authority and scarcity. The more of the six following persuasion influencers a salesperson uses in his or her presentation and selling approach, the greater his or her chances of closing the sale:
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Supplement your 401(k) with an IRAHaving so many retirement choices shouldn't leave you wondering which type of retirement savings plan is best for you.
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Millennium's Deborah Dunsire: Woman of the YearFrom her start as a physician working in apartheid-era South Africa to the dramatic turnaround and takeover of Millennium, Deborah Dunsire has lived a life that has defied all expectations.
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Selling successfully to foriegn-born physiciansThe growing number of foreign-born physicians in the United States presents both challenges and opportunities for pharmaceutical sales representatives.
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Meeting Unmet Medical Needs: The Disparity DilemmaThe US drug regulatory system fails to address the country’s most urgent medical needs with the resources appropriate for the task. But change is possible, say Christopher-Paul Milne and Kenneth I. Kaitin.
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The OutsiderIn his new book, former Lilly CEO Randall Tobias explains his ideas about management. Do they work? He'll have a chance to prove it as he takes the reins of America's $15 billion global campaign against AIDS.
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From Customers to Competitors"Payers have evolved to become powerful global contenders with pharma for increasingly limited funding of drug budgets."
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DTC: European StyleIn 1996, Sandoz (now Novartis) decided to brave new waters to create consumer demand for the antifungal Lamisil (terbinafine) in the United Kingdom. But with European law forbidding pharma companies to conduct brand-name advertising, Sandoz needed to find another way to encourage patients to talk with their doctors about onychomycosis and its treatment options. So the company re-named the condition the more consumer-friendly "fungal infection" and took out newspaper ads asking readers to call or write to "Step Wise" for a free brochure on foot care.
