All News

Zyban, a prescription smoking-cessation product launched by Glaxo Wellcome, Research Triangle Park, NC, last June, has muscled its way in front of its prescription and over-the-counter competitors, according to new data from Newton, PA-based Scott Levin.

In what may be largest fine ever levied for contempt of court in Canada, courts in Winnipeg penalized Novopharm Ltd. $1.25 million.

While 1998 may be a blockbuster year for pharmaceutical sales, health maintenance organizations may find themselves wishing for happier times.

PHILADELPHIA - The American Society of Consultant Pharmacists will form an independent, interdisciplinary panel with the Alliance for Aging Research to examine medication-related problems in nursing facilities, the association announced at its annual meeting in November.

With the recent influx of new hires, some experienced sales reps are coaching newcomers by taking them along on sales calls.

One team of reps joined forces to make a difference.

The National Society of Pharmaceutical Sales Trainers has announced the results of its survey of training practices in the pharmaceutical industry.

Spice up your sales.

Almost every representative can think of at least one high-prescribing, important customer who coldly rebuffs every rapport-building gesture the representative makes. Here's how to change that physician's mind.

Field veterans' views on stress, attitude and professionalism.

Pharmaceutical and managed care executives debated the importance and impact of employer coalitions on health care at a Pinsonault Associates seminar in Parsippany, NJ in October.

It is a maxim in business school that in order to make money selling something, you have to identify a need in the marketplace and position a product or service to satisfy that need.

The 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.

When Glaxo Inc. and Burroughs Wellcome Co. merged two years ago to form Glaxo Wellcome Inc., the new company realized it needed to combine dissimilar career advancement processes into one simple, uniform program.

KALAMAZOO, MI - Pharmacia & Upjohn will create a global operational headquarters on the East Coast, the company announced.

Educating rural women about the need for early breast cancer detection was the special focus of the 11th Annual National Breast Cancer Awareness Month, observed in October.

Rep profile

The 12-person sales team of sigma-tau Pharmaceuticals Inc., Gaithersburg, MD, added 22 new employees to its force.

James 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.

Patients do not understand basic information about cholesterol and other lipid risk factors, according to two new surveys sponsored by Miami-based Kos Pharmaceuticals and conducted by Yankelovich Partners Inc.

More than 100 years after its discovery, Bayer Corp. is celebrating the success of aspirin.

The National Cholesterol Education Program made several changes to its adult treatment panel report on the detection, evaluation and treatment of high blood cholesterol.

Watson Laboratories Inc., a subsidiary of Watson Pharmaceuticals Inc., Corona, CA, signed an agreement to acquire CoCensys Pharmaceutical's neurology and psychiatry sales and marketing divisions.

As "casual Friday" gives way to "casual Everyday," some reps may be confused about how to interpret business casual. Roz Usheroff, an image consultant based in Toronto, offers the following advice.

Reps often spend much of their days behind the wheels of their automobiles, clawing past congestion, feeding toll booths and speeding to beat the clock.

You don't have to be a technology-savvy "sales nerd" to showcase product and company information with easy-to-use digital cameras, image manipulation software, scanners, laptops and color printers.

At the request of the Food and Drug Administration, Wyeth-Ayerst Laboratories, a subsidiary of American Home Products, has voluntarily pulled Redux® (dexfenfluramine) and Pondimin® (fenfluramine) from the pharmaceutical market.

The most successful sales reps are those who have an understanding of how to "connect" with their different types of customers.

Working Mother magazine named Glaxo Wellcome, Merck and Co. and Johnson & Johnson among the top 10 companies for working mothers in its annual Top 100 list.

SAN ANTONIO - Self-described "full-blooded Cajun" and Louisiana native Darren Elisar was once a finalist in the World's Jambalaya Cooking Contest in Gonzales, LA.