Selling to Hospitals - Pharmaceutical Representative
Pharmaceutical Representative March 2010 issue cover

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Selling to Hospitals

Popular Appeal

January 1, 2008

Financial solvency of community health centers is often a challenge

Hospital selling

June 1, 2007

In a typical U.S. Hospital, pharmaceuticals consume between 25 and 30 percent of the supply budget, and pharmacy costs have increased by an average of eight percent annually over the past several years. One of the nation's largest hospital-management organizations, with nearly 60 facilities in 12 states, spends nearly half a billion dollars each year on pharmaceuticals.

Get on the list (and stay there!)

December 1, 2006

Selling to hospital formularies goes beyond selling to individual doctors.

Through the side door

July 1, 2006

One of the more difficult challenges reps face in this new era of restricted pharmaceutical selling is the closed hospital. But this issue is not as daunting as one might think.

Blood will tell

January 1, 2006

Understanding common lab tests: Complete blood count.

Who are hospitalists?

November 1, 2005

Hospitalists, physicians who work exclusively within the hospital setting, are one of the fastest-growing specialties in the country. Here's what reps can do to meet their needs.

The anatomy of a hospital

September 1, 2003

Knowing where to sell in a hospital can increase prescriptions.

On the case

July 1, 2003

Clues to hospital selling.

Quarterback: The evolving role of hospital reps

January 1, 2003

Mike Myers can remember a time when simply being a self-starter might have been enough to make someone a good hospital pharmaceutical sales rep; that time, however, is history.

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