All News

One rep's approach to selling and developing relationships with physicians and their staffs.

Physicians in nine specialty groups collectively agreed for the third consecutive year that Pfizer Labs' sales force is the most valuable, according to health care consulting firm Scott-Levin's study "Sales Force Structures & Strategies 1997-1998."

The FDA alerted pharmaceutical companies that it will hold them accountable for the advertising and marketing activities of their subsidiaries, including pharmacy benefit management companies.

There are 373 new prescription medicines for women in the drug pipeline, according to a recent survey of 144 companies released by the Pharmaceutical Research and Manufacturers of America.

In response to a government report that Medicare overpaid almost $450 million for 22 prescription medicines in 1996, President Clinton issued legislative proposals to combat fraud, waste and abuse of the Medicare system.

Use metaphors to simplify complex ideas.

There are advantages and disadvantages to marketing a product for one type of patient.

WASHINGTON - The American Pharmaceutical Association awarded Mount Olive, NJ-based Knoll Pharmaceutical Co. the 15th annual H.A.B. Dunning Award.

While the outlook for the pharmaceutical industry is much more optimistic today than it was several years ago, some companies are still cautious about over-hiring. To retain flexibility, they outsource some in-house operations, including sales.

REP PROFILE

How common is laptop use among sales reps today? It's more the norm than the exception, according to recent survey of Pharmaceutical Representative's reader advisory panel.

BASEL, SWITZERLAND - Novartis Pharmaceuticals announced that Argeris "Jerry" Karabelas, former executive vice president of worldwide pharmaceuticals at SmithKline Beecham, is the new head of its global health care operations and CEO of its pharmaceuticals division.

The 34-member Advisory Commission on Consumer Protection and Quality in the Health Care Industry presented President Clinton with a proposed consumer bill of rights in late November.

Improve your financial health via the Internet.

One standard against which many providers are measuring their performance is the National Committee for Quality Assurance.

The European Union may pass a law that prohibits the import of medicines derived from sheep, goats and cattle, according to Jeffrey Trewhitt, vice president of communications for the Pharmaceutical Research and Manufacturers of America, Washington.

The Food and Drug Administration has issued two guidelines to the pharmaceutical industry on what off-label information can be provided to the medical community.

Hospitals are more likely than medical groups and physician management companies to acquire unprofitable physician practices, according to a recent survey released in "The 1997-1998 Physician Practice Acquisition Resource Book."

KALAMAZOO, MI - Pharmacia & Upjohn is expanding its prescription pharmaceutical sales force by more than 600 sales representatives and sales managers.

The problem of obesity has grown dramatically during the 20th century and will escalate into what the World Health Organization has described as a pandemic unless people significantly change their diet and physical exercise habits, according to a new report from Datamonitor.

Even the least generous health plans can afford unlimited mental health care coverage, according to a new study funded and released by the National Institute of Mental Health.

How one rep established an association for sales reps.

Ascent Pediatrics Inc., Wilmington, DE, a new pharmaceutical firm devoted exclusively to products for children, launched its first three products in November of 1997.

Provide more than product knowledge to your customers.

WASHINGTON - Nearly three months later than originally anticipated, the FDA Modernization and Accountability Act of 1997 became law.

The National Heart, Lung and Blood Institute issued updated guidelines for the treatment of high blood pressure.

Sales representatives' daily call schedules could change if Chong Jones, a former rep and current CEO of Missoula, MT-based Professional Time Brokers successfully promotes the strategy of his new company.

Cholesterol levels remain higher than recommended levels despite widespread education and greater availability of cholesterol-lowering medicines, according to researchers at the University of Rochester Medical Center, New York.

Prices for prescription pharmaceuticals were nearly 3% higher during the third quarter of 1997 than during the third quarter of 1996, according to IMS America's Quarterly Pricing Report.

One of the most common complaints customers express about salespeople is that they don't listen. And one of the quickest ways to destroy customer confidence is to make an off-the-wall comment or a misfit proposal that shows you haven't been listening.