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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.

How to sidestep sticky sales situations.

One rep transformed organizational change into opportunity.

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.

Rep profile

A psychiatrist shares the factors that influence his prescribing habits.

Two ways to make launch-targeting fun and rewarding.

Mid-level practitioners can have a significant impact on a rep's business.

A look at the new face of part-time sales.

You may make a special point of being your most dynamic self with a doctor on an initial visit, but how much thought do you put into your greeting on your eighth or ninth trip to the office?

BELSE, Swizterland - Roche Holding Ltd., Switzerland, announced plans to acquire Corange Ltd., the Bermuda-based holding company of the Boehringer Mannheim Group, Amsterdam.

DUBLIN, Ireland - Elan Corp. announced plans to add 50 new reps to its sales force in order to market its anticipated line of antiepilepsy products. The group will target neurologists and other physicians who specialize in the treatment of epilepsy.

A team of psychiatrists has developed new practical guidelines for treating patients suffering from obsessive-compulsive disorder.

Timely development of new products and the recruiting and retaining of talented people are the top two strategic issues facing the pharmaceutical, biotechnology and medical device industry, according to an annual survey conducted by Coopers & Lybrand.

Prices for prescription drugs rose 2.3% in the first quarter of 1997, according to the research firm IMS America, Plymouth Meeting, PA.

The Office of the U.S. Trade Representatives released its annual report on the adequacy and effectiveness of intellectual-property protection in countries trading with the United States.

McNeil Consumer Products Company, the makers of Tylenol,® launched a national immunization education program for health care providers and parents during National Infant Immunization Week, April 20-26.

Find your stage personality.

Learning and training from home is just around the corner.

This article, the second in a series of three, covers the integration of multimedia computers and interactive software into sales training programs.

What disease management offers to patients and reps.

Avoid these mistakes to make the best deal.

In conjunction with the FDA, PhRMA and BIO are developing FDA legislative reform recommendations for Congress to consider.

Rep profile