Retail pharmacy sales on the rise
December 1st 1997The market for retail pharmacy sales rose 15.8% during the second quarter, according to Newton, PA-based Scott-Levin. In its "Source Prescription Audit," the company reported that pharmaceutical companies generated a total of $20.7 billion during the quarter.
Guide explains disease management
December 1st 1997James B. Couch, M.D., J.D., director-in-charge of disease management for Coopers & Lybrand Integrated Healthcare Consulting, has published his second book, "The Physician's Guide to Disease Management." However, the comprehensive guide to disease management's initiatives, strategies and trends is not intended only for physicians. Representatives may read it to strengthen their understanding of this popular trend in managed health care.
Extraordinary sales reps excel after hours
November 1st 1997TIM HANKE Berlex Laboratories Chairperson of the Florida Gulf Coast Chapter of the National Multiple Sclerosis Society CLEARWATER, FL - When Berlex Laboratories began developing neurology products about five years ago, sales rep Tim Hanke began calling on doctors who treated patients with multiple sclerosis.
Navigate sales calls with a 'MAP'
October 1st 1997Our most precious commodity - "face-to-face, one-on-one" selling time with physicians - continues to decline in both quantity and quality. While there are certainly those glorious times when "just a minute" turns into a 15-20 minute pride-of-the-training-class sales extravaganza, many, if not most of our sales encounters are of a less epic proportion.