Sales & Marketing

An underutilized sales resource, pharmacies and their staffs can help lead to improved scrip fulfillment and increased business

A leading industry player speaks out on what is fueling success in the sector

Marketers need to understand how informal influencers are beginning to replace traditional channels as the favored way for doctors to receive product information from drug manufacturers, and, in turn, how best to leverage peer influence in designing effective meetings and events

In order to sustain compliance it must become a core component of every company's training, sales processes, and incentive programs

Scrutiny of pharmaceutical promotion and gifts to practitioners has intensified, with more states enacting reporting requirements. In May, the federal government passed the Physician Payment Sunshine Act. What kind of impact is all this having on meetings and physician attendance?

The ubiquity of the mobile phone has placed healthcare in the palm of consumers' hands.

Pharma's quest for patient adherence has been trying. Could better patient education be the answer?

Bonuses for reps at GlaxoSmithKline will soon be based on customer feedback and adherence to company policy, not sales targets. The move promises to transform sales & marketing, but the company offered few details about how the plan will be implemented.

Outsourcing the sales representative function can help pharmaceutical companies build on their bottom line.

New strategies like augmented reality can increase patient compliance and knowledge.

Pharma companies are starting to get back in the game with increased advertising spend in 2009. Do we have economic recovery to thank, or is there a deeper cause?

Why pharma sales representatives are still the best marketers and how to make them better.

Survey suggests now is the time for biotechs to bolster communications in a highly charged acquisition atmosphere.

A new study indicates that doctors are no longer switching offices - largely due to current economic woes. What does this mean for sales reps? Pharm Exec interviews SK&A to find out more about its survey.

Improving communication means appealing to physicians' heads as well as their hearts.

One year after the rash of pharma megamergers, Pharm Exec's annual listing of the industry's top-selling companies looks a little different. Find out who disappeared from the list, and what up-and-coming companies finally broke into the top 50.

In the wake of megamergers and healthcare reform, Pfizer and Merck both produce fairly positive first quarter results

Timely and accessible information can help break through the firewall of regulation.

The new world of mobile applications is sparking creative platforms for reaching consumers and physicians.

After a year of losses, the biologics sector got a big boost in profits in 2009. However, with companies holding back on R&D spending and venture capitalists becoming more frugal, can the industry possibly see further growth?

The faces and names behind the year's best pharmaceutical advertising.

IMS Health reports a nice increase in prescription sales from 2008 to 2009, even with a recession in full swing. That said, numbers are still well below the historic sales of a few years back, and it's anyone's guess if they will reach that high again.

The number of consumers ditching their drugs at the pharmacy keeps climbing as the economy worsens.

Three ad agencies came up with two similarly designed ways of keeping track of online healthcare conversation, harnessing the power of social media sites like Twitter and Digg.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.

The faces and names behind the year's best pharmaceutical advertising.