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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.

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.

The company's sales representatives will no longer be responsible for marketing the full range of Solvay Pharmaceuticals products. Instead, representatives will focus solely on one specialty: obstetrics and gynecology, gastroenterology and cystic fibrosis, or psychiatry.

The sales organization that Eisai built without product to sell.

Greenstone Healthcare Solutions, the Kalamazoo, MI-based disease management subsidiary of Pharmacia & Upjohn, launched a free, confidential health-risk assessment on the World Wide Web.

Discuss and debate with confidence.

Integrated delivery networks that link hospitals, physicians, laboratories, pharmacies and other services are springing up across the country.

The most successful sales representatives don't wait to be empowered by their manager - they empower themselves.

Medeva's tale is a small-company success story.

Using language to establish relationships.

A physician looks at the best way to approach a sales call.

Managed care has yet to significantly affect long-term care providers, according to a survey from the American Association of Homes and Services for the Aging, Washington.

Roche Laboratories Inc., the Nutley, NJ-based pharmaceutical marketing and sales subsidiary of Hoffmann-La Roche Inc., was in the process of adding 525 new, full-time sales representatives at press time.