All News

Imagine you're with two potential customers. You paste on your best smile, offer your help and information, ask a multitude of questions to gain rapport and then close the sale. But somehow, the customers escape without giving you any kind of commitment. What went wrong?

The Food and Drug Administration announced a proposal that will require that new drugs and biologics be labeled for safe use in children. If approved, the mandate may also apply to some medicines that are already approved and in use.

Rep profile

The FDA loosened restrictions for advertising prescription pharmaceuticals on television and radio.

One major pharmaceutical company unloaded a bevy of over-the-counter products at press time as another announced its plan to sell its entire line of prescription generics.

Although every sales manager's personality and work style is unique, there are similarities in what many expect from the representatives who work for them.

Focus groups give you an in-depth understanding of the variable needs of managed care organizations and healthcare providers.

Follow these seven steps to make meetings more productive.

Your course of actions when doctors say 'no.'

The growth of physician practice management companies.

Two industry leaders recently launched programs to improve patient compliance and persistence with their medications.

The global antidepressant market is the largest and fastest-growing segment of the central nervous system market, according to a new report released by Datamonitor, New York.

Despite a lack of conclusive research results, the Food and Drug Administration alerted physicians that treating women for obesity with a combination of fenfluramine and phentermine may be linked to valvular heart disease.

Women confuse osteoporosis with arthritis, according to an urgent public health advisory from the National Osteoporosis Foundation.

The American Pharmaceutical Association recommended that the FDA follow through on its proposal to improve readability and uniformly format labels for all over-the-counter products.

Excerpts from National Society of Pharmaceutical Sales Trainers president Andy Hartnett's opening comments at the society's annual meeting in June:

The pipeline for new medicines that treat cancer is stronger than ever, according to a new survey conducted by the Pharmaceutical Research and Manufacturers of America.

What should a rep do six months after a launch? Try a territory management concept called phased targeting.

This final article in our three-part technology series makes predictions about the future of multimedia computers and pharmaceutical sales forces.

How to sidestep sticky sales situations.

One rep transformed organizational change into opportunity.

New drugs will reach patients sooner as a result of a new agreement between the United States and the European Union.

Managed care pharmacists have the potential to lead pharmaceutical care into the millennium, according to the new president of the Academy of Managed Care Physicians.

Parke-Davis, Morris Plains, NJ, has responded to a grim survey of patients with diabetes by launching a nationwide campaign to encourage hope and improve health in patients with type II diabetes.

The Senate Labor & Human Resources Committee voted 14-4 to approve amendments to S830, the FDA Modernization Act of 1997.

New guidelines for the treatment of adult and adolescent patients with HIV were recently released by the Department of Health and Human Services and the Henry J. Kaiser Family Foundation.

Rep profile

More than 13,000 physicians in 24 specialty groups recognized Merck as having the best overall reputation among pharmaceutical companies, according to a new report from IMS America, Somerset, NJ, and the Plymouth Group, Plymouth Meeting, PA.

When using visual aids in presentations, it's important to remember to pace yourself.

A psychiatrist shares the factors that influence his prescribing habits.