Sales Management - Pharmaceutical Executive

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Sales Management
Recruiting, training, and retaining reps, incentives, metrics, in-field strategies, detail pieces, technology in sales, sampling, compliance, and more.

A Sturdy Framework

February 1, 2010

Improving field force business planning requires managers to run each sales territory as if it is a self-contained business operation.

Make Rebates Work

December 1, 2009

Process-driven managed-care rebating programs can drive profitability

Making Sense of Sales

November 1, 2008

Don't throw out sales force effectiveness with the sales force—some sure-fire strategies

Remodeling Your Sales Force

October 1, 2008

It's management makeover time—and micromanaging is so last year.

The Salesforce Software Shift

September 1, 2008

The smart way to CRM is through SaaS

Staying in the Game

May 1, 2008

The tech-savvy creative team at Concentric Rx has its sales force mixing work and play

Saving Sales

February 1, 2008

With sales forces shrinking, how does the industry combine new technologies with old-fashioned face time to maximize sales?

Vermont Amends Data Mining Law

January 30, 2008

After watching similar legislation barring data mining for Rx info get shut down in Maine and New Hampshire, Vermont changes tactics and amends its law.

The Lesser of Two Evils

September 1, 2007

Is the American Medical Association's (AMA) Prescribing Data Restriction Program (PDRP) the answer to physicians' privacy concerns, or will it just hamper the relationship between rep and doc? Observant LLC recently gauged reactions to the PDRP and doctors' expectancies of how this initiative affects physicians' practices and their relationships with pharmaceutical representatives. The findings suggest that the initiative may have paradoxical negative implications for physicians.

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