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Smart sales strategies help companies sidestep the pitfalls of expiring patents.

The Federal Trade Commission blocked two mergers proposed by the nation's four largest drug wholesalers on antitrust grounds.

Research-based pharmaceutical manufacturers are reinvesting nearly one in every five sales dollars in the discovery and development of new medicines, according to the Washington-based Pharmaceutical Research and Manufacturers of America.

Do small, voluntary community hospitals face separate issues and need different services from pharmaceutical sales representatives than their large, for-profit counterparts?

Your product is finally on the hospital formulary. You worked hard to secure its approval or you inherited a product that was already on formulary. In either case, you're in an enviable situation.

BASEL, SWITZERLAND – Roche Holding AG received official permission from the U.S. Federal Trade Commission for its proposed acquisition of Corange Ltd., the parent company of Boehringer Mannheim and DePuy.

PHILADELPHIA - SmithKline Beecham announced it has ended merger discussions with British rival Glaxo Wellcome.

INDIANAPOLIS - Randall Tobias, Eli Lilly and Co.'s chairman and CEO, is the top manager for 1997, and Zyprexa® (olanzapine), Lilly's new product for schizophrenia, is one of the year's top products, according to "Business Week."

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The Food and Drug Administration endorsed the equivalency of generics and brand-name pharmaceutical products in a letter sent to physicians and state boards of pharmacy in January.

BEIJING - Chinese officials and Sidney Taurel, chairman of the Pharmaceutical Research and Manufacturers of America, met to discuss ways that China can provide better, more affordable health care for its people.

Prices for generic and brand-name pharmaceutical products rose a cumulative 3.1% in the last quarter of 1997, according to Plymouth Meeting, PA-based IMS America.

Nursing home pharmacy providers and managed care pharmacy executives named Merck and Novartis, respectively, as the pharmaceutical companies that best meet their overall needs, according to new audit reports released by Newton, PA-based Scott-Levin Associates.

A manged care update.

Good business protocol is an important way of communicating how you wish to be judged.

SmithKline Beecham acknowledged that it has been holding merger discussions with American Home Products and Glaxo Wellcome.

The National Society of Pharmaceutical Sales Trainers has increased its partnership and service to the pharmaceutical sales industry by offering two excellent training workshops to member companies.

A flurry of activity in pharmaceutical sales hiring in the last year to two years has created a favorable compensation environment for salespeople. As companies compete to fill and retain sales forces, they are educating and investing more in their representatives.

One rep's approach to selling and developing relationships with physicians and their staffs.

Physicians in nine specialty groups collectively agreed for the third consecutive year that Pfizer Labs' sales force is the most valuable, according to health care consulting firm Scott-Levin's study "Sales Force Structures & Strategies 1997-1998."

The FDA alerted pharmaceutical companies that it will hold them accountable for the advertising and marketing activities of their subsidiaries, including pharmacy benefit management companies.

There are 373 new prescription medicines for women in the drug pipeline, according to a recent survey of 144 companies released by the Pharmaceutical Research and Manufacturers of America.

In response to a government report that Medicare overpaid almost $450 million for 22 prescription medicines in 1996, President Clinton issued legislative proposals to combat fraud, waste and abuse of the Medicare system.

Use metaphors to simplify complex ideas.

There are advantages and disadvantages to marketing a product for one type of patient.

WASHINGTON - The American Pharmaceutical Association awarded Mount Olive, NJ-based Knoll Pharmaceutical Co. the 15th annual H.A.B. Dunning Award.

While the outlook for the pharmaceutical industry is much more optimistic today than it was several years ago, some companies are still cautious about over-hiring. To retain flexibility, they outsource some in-house operations, including sales.

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