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The United States pharmaceutical industry experienced an unprecedented real growth rate of more than 10% in 1996, according to IMS, a Plymouth Meeting, PA-based unit of Cognizant Corp.

Medical Economics, Northfield, IL, welcomed Kristen Mally as the new editor of Pharmaceutical Representative in April. She replaced Laura Ramos, who headed the publication from 1993 to 1997.

Searle, Skokie, IL, has developed an interactive corporate Web site. The site includes The Pipeline Game allows players to develop a new drug and take it all the way through market clearance.

Group purchasing organizations grew in numbers, consolidated and expanded services last year, according to SMG, a Chicago-based market research and consulting firm.

WASHINGTON - The FDA proposed a new use initiative to speed up the development of new and supplemental uses of medications.

Pharmaceutical price regulations largely fail to control drug spending and adversely affect incentives for pharmaceutical research and development, according to a book from the American Enterprise Institute, Washington.

The Academy of Managed Care Pharmacy, Alexandria, VA, released a revised position statement supporting the appropriate design and use of drug formularies.

Before a customer's need can be satisfied, there are various layers of selling activity that take place.

Finding your way around the World Wide Web.

How managers can be consultants for reps.

Several large pharmaceutical companies have recently increased their presence in the long-term care industry, according to Scott-Levin, Newtown, PA

The pharmaceutical industry, by pioneering innovative "decisive technologies" to treat disease, offers "breakthroughs" that shatter the negative assumptions stifling customers' confidence in medical progress, according to Sidney Taurel, chairman of the Pharmaceutical Research and Manufacturers of America, Washington.

Routine medication use, as-needed medication use and psychotherapeutic medication usage across nursing facilities will be evaluated in a study sponsored by the American Society of Consultant Pharmacists' Research and Education Foundation, Alexandria, VA.

Cancer affects a patient's ability to work, meet family needs and cope with the disease, according to a nationwide survey of cancer patients conducted by Wirthlin Worldwide for The Fatigue Coalition, New York.

The two pharmaceutical companies that merged to become Novartis - Sandoz and Ciba - topped managed care executives' list of "best" drug firms, according to a fall 1996 audit of managed care pharmacy executives.

Preparing an agenda in advance of the sales call keeps the meeting on track and ensures that you won't forget to cover all the issues.

Anything worth doing is worth doing well." You've heard that well-accepted business axiom time and again.

With 42 approved medicines now available for AIDS and its opportunistic infections and 122 others in development, scientists are becoming increasingly optimistic about turning the disease into a manageable condition, according to an official at the Pharmaceutical Research and Manufacturers of America, Washington.

Last year's drug prices increased at an annual inflation rate of about 2%, according to an industry forecast and government figures.

Pharmaceutical salespeople may have the most difficult customers there are: physicians and other high-level professionals who are indifferent, combative or just won't see them.

Zeneca Pharmaceuticals, Wilmington, DE, is recruiting and training 250 new contract sales reps who will focus their efforts on reaching cardiovascular physicians.

Rep Profile

Wyeth-Ayerst's Premarin remained the most-prescribed pharmaceutical product in the United States last year, according to IMS America, Totowa, NJ.

Changes in the U.S. hospital landscape are making it increasingly difficult for hospital sales specialists to do their jobs.

Both the U.S. and European markets for psychotropic drugs are thriving, according to a report from FIND/SVP, New York.

A coalition of the National Association of Public Hospitals and Health Systems, New York, believes that if state and local health care facilities had access to federal discounts on drugs, they would save millions of dollars without raising prices for the government and the private sector.

Sanofi Pharmaceuticals Inc., New York, is reorganizing and expanding its field sales operations in preparation for the anticipated launch of new products from its research and development portfolio.