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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.

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.