sales
Sales strategies for a changing environment
July 24, 2009Sales and Marketing market access, sales, strategy
Over the last two years the UK pharma industry's established product sales strategies have begun to change. The industry's primary …
The Pfizer-Wyeth merger
February 2, 2009Research and Development, Sales and Marketing Pfizer, Wyeth, merger, sales
Before the merger, Pfizer faced a significant contraction in sales. Datamonitor's analysis suggests that the company's sales were declining at …
New sales and marketing models
January 21, 2009Sales and Marketing marketing, sales, strategy
These are challenging times for pharma as regulatory reform, intense financial pressures and an increasingly complex network of stakeholders are …
Working Life: Amanda Moosa
September 18, 2008Business Services, Sales and Marketing Nycomed, Working Life, branding, careers, marketing, sales
How did you find your way into your current role?I came into things via the ‘traditional’ route. After my biochemistry …
The cultural shift of key account management
June 19, 2008Sales and Marketing key account management, sales
Key account management is a relatively new development in the pharmaceutical industry, but it is now being widely adopted as …
The new prescriber: friend or foe?
November 22, 2007Sales and Marketing nursing, pharma, pharmacy, sales
Redefining pharmaceutical CRM
October 24, 2007Research and Development, Sales and Marketing CRM, customer relationship management, sales
Fierce generic competition, price containment regulations and poor pipeline productivity are challenges looming over many pharmaceutical companies today. In effect, …
How can customer insight work for you?
September 10, 2007Sales and Marketing customers, insight, sales
It should be a very simple equation: if you can understand what motivates clinicians – and all the other prescribing …
Helping brands see round corners
August 20, 2007Sales and Marketing market research, marketing, sales, survey
Helping brand teams cope with climate changeThis year marked the 50th Anniversary of the Market Research Society. At the MRS …
Perfect pitch: has your salesforce got it?
June 25, 2007Sales and Marketing sales, strategy
Back in the 70s, pharmaceutical sales reps were detail men. They spent more time giving details to doctors about their …
Super-rep: working with the new NHS
June 20, 2007Sales and Marketing NHS, sales, strategy
Every year could be called a watershed year for the NHS – it seems that constant change and reinvention is …
Can pharma meet the generic challenge?
May 1, 2007Sales and Marketing generics, pharma, sales
The global pharmaceutical industry has generally been seen as one of the most successful industries in delivering revenue growth with …
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