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An engineer was reviewing plans for construction of new offices with his client. As they discussed issues, he took extensive notes on a legal pad, sometimes tearing off a sheet of paper to sketch how an alteration might be arranged.

National spending on health care will rise 6.8% annually between 1997 and 2007, according to a recent report from the Health Care Finance Administration.

Increasing use of combination therapies is driving growth in the U.S. HIV/AIDS market and lowering the number of AIDS-related deaths, according to recent research by New York-based Datamonitor.

Preferred provider organizations grew to be largest of all health care delivery models in 1997, outpacing health maintenance organizations, according to a report released by SMG Marketing Group, Chicago, for the Association of Managed Healthcare Organizations.

Have you ever wondered what pharmaceutical sales was like 50 years ago. Do you think it was vastly different or quite similar? Well, it was a little different back then.

The Senate Labor and Human Resources Committee approved the nomination of Jane Henney, M.D. to lead the Food and Drug Administration.

Retail sales of prescription drugs will exceed $100 billion this year, according to the National Association of Chain Drug Stores. Ronald L. Ziegler, president and CEO of the association, made the history-making announcement at the 41st NACDS Pharmacy Conference & Managed Care Forum in San Diego in August.

Aside from an alphabet soup of acronyms, what do integrated delivery systems bring to the table?

Ten pharmaceutical companies are among the 100 best companies for working mothers, according to Working Mother magazine.

In highly competitive industries, there are often two types of career-minded individuals, according to Jim Keith, associate director of Horizons at Bristol-Myers Squibb: ladder climbers and ladder builders.

The real cost of jumping from sales job to sales job.

Following a consistent trend of annual or semi-annual expansion, Pfizer will increase its sales force during the fourth quarter of the year.

Treating other reps well can be good for everyone.

How familiar are you with today's technological terms? See if you can match the terms listed on the left with their definitions on the right. (Answers appear at bottom of page.)

More than 130 new medicines are in development to treat infectious diseases, according to a recent survey conducted by the Pharmaceutical Research and Manufacturers of America.

While tactical direction and the pursuant activity that results is indeed an important component of successful pharmaceutical selling, the problem remains that none of this differentiates one company from another.

With the attention on managed care in the pharmaceutical environment today, it's easy, as a sales rep, to become preoccupied with the formulary status of products in certain managed care accounts.

Does it all come down to who gives better pens?

Improved understanding, assessment and treatment of chronic pain in older people are the goals of new clinical practice pain management guidelines developed by the New York-based American Geriatrics Society.

Patients diagnosed with hypertension in 1997 were 25% less likely to be treated initially with pharmaceuticals than those diagnosed in 1995, according to a new study from IMS Health, Plymouth Meeting, PA. But, among those who were treated promptly with medicines, the number of women significantly outnumbered men.

Doctors may tell reps they hate hearing about direct-to-consumer advertisements, but that's not what they tell their patients.

Checkpoints pilots use in flight can help reps.

Despite initial enthusiasm, many of the nation's largest health maintenance organizations have begun abandoning public managed care programs for elderly and poor populations.

Today's nurses are smarter, older and more adaptable.

The waiting is the hardest part. Here's how to avoid wasting time.

How to host a perfect meeting.

Drug denials got you down? Know your right to appeal.

Many pharmaceutical sales reps don't have the opportunity to see how the products they sell benefit the lives of patients. However, Ray Liu, a sales rep who promotes biologics for hemophiliac patients for Alpha Pharmaceuticals, is one rep who sees the benefits of his products up close.

Create you own success by coaching yourself.

Few physicians are taking the time to use the Internet, according to a recent study released by the American Medical Association.