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Showing 15 posts of 91 posts found.

Making Europe’s salesforces leaner and meaner

April 26, 2007
Sales 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 …

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Flexing pharma’s competitive muscles

February 12, 2007
Sales and Marketing sales, strategy

It is universally acknowledged, almost to the point of cliche, that pharmaceutical companies operate in a highly competitive environment. Ensuring …

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The evolution of the NHS in 2007

February 5, 2007
Sales 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. …

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Is optimisation the new sales mantra?

December 11, 2006
Sales 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 …

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Trained to win

November 13, 2006
Business 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 …

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From surgery to pharmacy

October 12, 2006
Sales and Marketing P, POM, marketing, reclassification, sales

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Contract Sales: the issues in the field

September 1, 2006
Sales 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.

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Identifying and nurturing talent in your salesforce

August 7, 2006
Sales 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 …

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CRM and keeping up with your customers

July 6, 2006
Sales 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 …

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Patents: extending the golden years

July 5, 2006
Sales 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 …

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Ringing the changes in pharmaceutical sales

June 16, 2006
Sales and Marketing sales, strategy

Every business and every market is unique, but there is a huge expanse of common ground when it comes to …

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Switching scripts: the impact of NHS reforms

June 15, 2006
Sales 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 …

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Get out of the ‘arms race’

December 16, 2003
Sales 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 …

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Don’t get frozen out

December 4, 2003
Sales 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 …

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The Persuaders

October 24, 2003
Sales 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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The Gateway to Local Adoption Series

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