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Some reps may be promoted to management before they're ready.

The United States joined 21 other trading nations in eliminating tariffs on pharmaceutical items.

Five ways to tip the scales in your favor.

Minnesota health maintenance organizations increased their average per-member premium revenue but continued to lose money, according to the recently released Minnesota Managed Care Review 1999.

Helping novices climb the sales mountain.

For Searle's David Washco, it was a "very honorable and very humbling experience" - not to mention a big surprise - when the company named him its 1998 rep of the year.

Results from a new survey shed new light on how frequently health plans and care providers disagree about appropriate care for patients.

RJR Tobacco Co., long known for its cigarette products, is turning its knowledge of nicotine into compounds that fight Alzheimer's and Parkinson's diseases.

One of the best methods to build relationships and gain valuable application knowledge is to take part in a preceptorship.

Make your working relationship a two-way street.

When asking doctors whether or not they have been prescribing a drug, specialty sales rep David Schwartz's advice is, "Don't accept yes or no for an answer."

How one rep turned the tables.

The FDA's drug approval process.

Wit, wisdom and the art of lifelong learning.

Swiss pharmaceutical manufacturer Hoffman-La Roche Ltd. plead guilty to an extensive global price-fixing conspiracy surrounding vitamins, the U.S. Department of Justice announced.

How adept are you at uncovering objections.

Blood donation is a way for companies to give something to their communities.

Contributions from this year's reader's writing contest entrants.

The boards of directors of the French firms Sanofi and Synthélabo presented a plan to each company's shareholders to merge the two companies into Sanofi-Synthélabo.

Ortho-McNeil Pharmaceuticals funded a survey that revealed more recent perceptions about pain and pain management.

Primary care appears to offset the negative health effects of poverty, according to researchers at the Johns Hopkins School of Public Health.

More than one-third of patients do not tell their physicians all of the prescription and over-the-counter medications that they are taking.

When you notice that a star employee is not performing like he or she used to, what should you do?

As part of an effort to assume full promotional responsibility for two popular anti-infective products, Dura Pharmaceuticals announced plans to add an acute care division to its sales force.

There were five main techniques applied by the managed care industry in an effort to stem pharmaceutical costs in recent years, according to the "1999 Pharmaceutical Industry Profile" published by the Pharmaceutical Research and Manufacturers of America.

A look at daily detailing goals.

A cup of kindness generates goodwill.

An aggressive therapy, which oncologists hoped would be effective in treating high-risk primary breast cancer and metastatic breast cancer, failed to outperform treatment with standard, lower-dose therapies.