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Reimbursement: The foundation for financial decisionsIn our quest as sales reps to provide our physician customers with a valuable sales call, it is crucial to understand what the driving forces are in healthcare delivery and how they affect these customers.
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The Battle for Oncology KOLsCompanies are fighting for strong relationships with key opinion leaders-and Genentech is winning, hands down.
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Rethinking the Sponsor-Investigator RelationshipWhen it comes to working with clinical research sites, pharmaceutical companies should take a page out of the automakers' playbook
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Putting the "I" in "Team"Pharma is embracing the cross-functional team. But that doesn't mean that you must blend in with the sheep. Putting your best foot forward strengthens the team...and you.
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Wyeth V. Levine: An Attorneys' PerspectiveLawyers from Duane Morris LLP offer their take on the Supreme Court's groundshaking preemption decision
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Detailing Gets PersonalAs pharma sales forces grow and their productivity declines, the question on everyone's mind is, "Has the traditional detail lost its punch?" The answer is unequivocally no. The sales force is still the best medium for forging valued and trusted relationships with targeted physicians.
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Mentoring for performance improvement in the workplaceThe traditional boss-employee relationship has been replaced by a model in which the partnerships between managers and their employees - as well as those among managers across the organization - are a vital tool for enhancing performance.
