sales
Making Europe’s salesforces leaner and meaner
April 26, 2007Sales and Marketing Europe, representatives, sales, strategy
The world of pharma salesforce management is witnessing a serious move away from mass detailing to a system based on …
Flexing pharma’s competitive muscles
February 12, 2007Sales and Marketing sales, strategy
It is universally acknowledged, almost to the point of cliche, that pharmaceutical companies operate in a highly competitive environment. Ensuring …
The evolution of the NHS in 2007
February 5, 2007Sales and Marketing NHS, sales, strategy
The NHS will undergo major reorganisation in 2007, just as it has in the nine preceding years of Labour's tenure. …
Is optimisation the new sales mantra?
December 11, 2006Sales and Marketing NHS, sales, strategy
The pharmaceutical industry still refuses to fall out of love with large sales forces, but there are signs beginning to …
Trained to win
November 13, 2006Business Services, Sales and Marketing marketing, sales, training
Pharmaceutical sales and marketing managers have a dizzying array of training courses, educational aids and events at their disposal, all …
From surgery to pharmacy
October 12, 2006Sales and Marketing P, POM, marketing, reclassification, sales
Contract Sales: the issues in the field
September 1, 2006Sales and Marketing contract sales, outsourcing, sales
The changing NHS customerAs NHS customers change, CSOs are having to adapt and forge new partnerships, and develop new skills.
Identifying and nurturing talent in your salesforce
August 7, 2006Sales and Marketing Schering-Plough, UK, sales, strategy
The aim of every company, pharma or otherwise, is to boost sales and take a greater market share. However, despite …
CRM and keeping up with your customers
July 6, 2006Sales and Marketing CRM, customer relationship management, sales
Customer relationship management systems are now universally used by major pharmaceutical companies, in fact many have several.Evolving from their beginnings …
Patents: extending the golden years
July 5, 2006Sales and Marketing patents, sales, strategy
Much like death and taxes, one of the certainties of this world is that patents expire, and if a product …
Ringing the changes in pharmaceutical sales
June 16, 2006Sales and Marketing sales, strategy
Every business and every market is unique, but there is a huge expanse of common ground when it comes to …
Switching scripts: the impact of NHS reforms
June 15, 2006Sales and Marketing NHS, healthcare, sales, strategy
During 2006/7, the NHS in England will see an unprecedented level of change within primary care with the reconfiguration of …
Get out of the ‘arms race’
December 16, 2003Sales and Marketing sales, sales force, strategy, technology
As healthcare consumers take more responsibility for their health, analysts predict the dynamic between the traditional pharma sales force, healthcare …
Don’t get frozen out
December 4, 2003Sales and Marketing marketing, sales, strategy
A fundamental change is underway in the European healthcare sector. The traditional autonomy of the physician has yielded to more …
The Persuaders
October 24, 2003Sales and Marketing sales, sales force
Long time the province of Steve Coogan (grrr, I'm a tiger) and, more recently, Ricky Gervais in 'The Office', sales …
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