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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.

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

Rep profile

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.

This article is the first of a three-part series on reps and technology.

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.