SPOTLIGHT -
Build rapport with physicians
Using language to establish relationships.
A doctor's sales do's and don'ts for reps
A physician looks at the best way to approach a sales call.
American Home purchases remainder of biotech firm
American Home Products, Madison, NJ, will acquire the 40% stake of Genetics Institute Inc., a biotech company, that it does not already own for $1.25 billion.
Nursing homes see managed care's effects
Managed care has yet to significantly affect long-term care providers, according to a survey from the American Association of Homes and Services for the Aging, Washington.
Roche adds primary care force
Roche Laboratories Inc., the Nutley, NJ-based pharmaceutical marketing and sales subsidiary of Hoffmann-La Roche Inc., was in the process of adding 525 new, full-time sales representatives at press time.
Nine months later, Novartis is born
The U.S. Federal Trade Commission granted provisional approval to an agreement with Ciba-Geigy Ltd. and Sandoz Ltd., clearing the way for the $63 billion merger of the two drug giants.
Start the year with a good book
The staff at Pharmaceutical Representative hit the bookstores looking for some of the most interesting sales, business and finance titles this season. Here's what we found.
The 30-second representative
Knowing what you want, who can give it to you and how to get it are the three basic principles of the 30-second message.
Doctors' managed care participation - and income - keep increasing
Surprisingly, doctors' capitation hasn't grown much.
More physicians choose to work in group practice settings: study
An increasing number of physicians in the United States are choosing to practice in medical group settings, according to a study published by the AMA.
Drugs, therapy help OCD patients
New drug treatments are offering hope to patients who suffer from autism, compulsive buying and hypochondria, according to one expert in the field.
New breast cancer Web site launched
Patients and professionals who want more information on breast cancer have a new resource on the Internet's World Wide Web.
New guidelines out on drug purchasing
Two researchers have published new guidelines for managed care systems to evaluate drug products.
Six weeks to a copromotion
Not long after the Olympic athletes took their medals home from Atlanta last summer, one area pharmaceutical company won another kind of competition.
Reps' 1997 resolutions
Pharmaceutical Representative recently asked members of its Reader Advisory Panel to describe their new year's resolutions. If you're thinking about making a resolution, these examples may give you some good ideas.
Kessler steps down from the FDA
FDA Commissioner David Kessler, M.D., is leaving after six years at the agency
Distributor, manufacturer merge to form BBI Healthcare
One of the largest drug wholesalers in the United States agreed to merge with a major drug maker known for its generic products.
What experts predict this year
Pharmaceutical Representative recently asked industry experts to predict the future. The following are their responses about the coming year.
Alzheimer's expert is optimistic
More than 4 million people suffer from Alzheimer's disease, according to the Chicago-based Alzheimer's Association. The progressive dementing illness gradually robs its victims of mind, independence and identity.
Guidelines out on psychiatric disorders
Psychiatrists have developed new clinical guidelines for treating bipolar disorder and schizophrenia.
Anticancer vaccine approved
In a significant victory against cancer, FDA has approved the first vaccine developed to prevent cervical cancer,
Supreme Court: Research Use of Patented Compounds OK
We asked top intellectual property lawyers about what the Supreme Courts decision will mean for pharma and biotech companies. Here is our forward-looking analysis of their comments.
