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Some reps may be promoted to management before they're ready.

The United States joined 21 other trading nations in eliminating tariffs on pharmaceutical items.

That's the message that a southern New York district judge sent to Eli Lilly and its sales reps in a recent court ruling.

Five ways to tip the scales in your favor.

Minnesota health maintenance organizations increased their average per-member premium revenue but continued to lose money, according to the recently released Minnesota Managed Care Review 1999.

Helping novices climb the sales mountain.

Program prepares students for the world of pharmaceuticals.

For Searle's David Washco, it was a "very honorable and very humbling experience" - not to mention a big surprise - when the company named him its 1998 rep of the year.

Earn a good reputation on the job and at home.

Results from a new survey shed new light on how frequently health plans and care providers disagree about appropriate care for patients.

Options for outsourcing sales forces and overviews of how pharmaceutical companies have successfully managed partnerships with contract sales organizations were the main topics of discussion at the Center for Business Intelligence's conference on the contract sales industry in Atlantic City last June.

A survey of 20,066 pharmacy customers revealed their opinions on 225 issues, including the reasons they selected a store, the types of prescriptions they had filled and their familiarity and satisfaction with non-prescription products.

RJR Tobacco Co., long known for its cigarette products, is turning its knowledge of nicotine into compounds that fight Alzheimer's and Parkinson's diseases.

One of the best methods to build relationships and gain valuable application knowledge is to take part in a preceptorship.

Citizens for Better Medicare is launching a public information and education program to help the American public understand the issues surrounding Medicare reform.

Investor-owned health maintenance organizations fall short of non-profit HMOs in 14 quality-of-care indicators, according to a recent study published in the Journal of the American Medical Association.

Legislators are considering a bill that would allow wholesale and retail pharmacies to reimport drugs from countries where they are sold more cheaply.

For the second year in a row, the CDC reported that death rates from cancer are falling.

Make your working relationship a two-way street.

When asking doctors whether or not they have been prescribing a drug, specialty sales rep David Schwartz's advice is, "Don't accept yes or no for an answer."

Practical advice on how to overcome closing fears.

How one rep turned the tables.

Pharmaceutical companies are placing their faith in the short-term and long-term gains that involvement in disease management promises.

The FDA's drug approval process.

Wit, wisdom and the art of lifelong learning.

Swiss pharmaceutical manufacturer Hoffman-La Roche Ltd. plead guilty to an extensive global price-fixing conspiracy surrounding vitamins, the U.S. Department of Justice announced.

How adept are you at uncovering objections.

Blood donation is a way for companies to give something to their communities.

Contributions from this year's reader's writing contest entrants.

The boards of directors of the French firms Sanofi and Synthélabo presented a plan to each company's shareholders to merge the two companies into Sanofi-Synthélabo.