http://pharmrep.findpharma.com/pharmrep Pharmaceutical Representative 2009-07-04T00:23:04Z http://pharmrep.findpharma.com/pharmrep/Featured+News/Industry-Health-Agencies-Respond-to-Influenza-Pand/ArticleStandard/Article/detail/605486?ref=25 Following the World Health Organization's declaration last week of an influenza pandemic, vaccine makers in Europe and China as well as world health agencies are stepping up efforts toward rapid development and approval of an effective vaccine. 2009-06-18T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262009/605486null HTML http://pharmrep.findpharma.com/pharmrep/News+Analysis/Sudden-Deaths-and-ADHD-Meds-Not-Necessarily-Relate/ArticleStandard/Article/detail/605485?ref=25 Feds claim results of study comparing car crash deaths and children on ADHD drugs were not paramount to pulling kids off of ADHD treatments. 2009-06-17T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262009/605485null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Abbott-Medical-Optics-halts-future-production-of-3/ArticleStandard/Article/detail/605491?ref=25 Abbott Medical Optics said it has decided to halt future production of its newest ophthalmic viscosurgical device, 3% sodium hyaluronate (Healon D), citing concerns about the company's ability to ensure a continuous supply to the market. 2009-06-15T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262009/605491null XML http://pharmrep.findpharma.com/pharmrep/Europe+News/GSK-battles-with-Russian-government/ArticleStandard/Article/detail/603722?ref=25 The Russian government wants the drug maker to discount its current pricing by 15%, but GSK is balking at the demand 2009-06-15T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/252009/603722null HTML http://pharmrep.findpharma.com/pharmrep/News+Analysis/WHO-Pushes-H1N1-Flu-to-Pandemic-State/ArticleStandard/Article/detail/603723?ref=25 The Word Health Organization just bumped the H1N1 influenza to pandemic alert phase 6 (the highest alert level), making it the first worldwide pandemic in 41 years. 2009-06-11T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/252009/603723null REMOTE http://pharmrep.findpharma.com/pharmrep/Deals/GSK-Teams-with-Shenzhen-Neptunus-for-Chinese-Vacci/ArticleStandard/Article/detail/603721?ref=25 GlaxoSmithKline is expanding its influenza vaccine efforts through a joint R&D alliance with Shenzhen Neptunus. The goal: to tap the world’s biggest market and attempt to deliver flu shots to more than a billion people. 2009-06-10T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/252009/603721null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Patients-Abandon-Prescriptions-at-Pharmacy/ArticleStandard/Article/detail/600925?ref=25 A report from Wolters Kluwer Health has found that in 2008 use of brand-name drugs went down while use of generics soared, representing 60 percent of all prescriptions filled in the United States. The rate of prescription abandonments also went up — and the higher the co-pay, the greater the likelihood of abandonment. 2009-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/232009/600925null XML http://pharmrep.findpharma.com/pharmrep/Featured+News/WHO-GSK-Provide-Update-on-Pandemic-Flu-Production/ArticleStandard/Article/detail/600038?ref=25 The World Health Organization's Ad Hoc Policy Advisory Working Group on Influenza A (H1N1) Vaccines issued an update on May 18, 2009, on the production status of seasonal and A (H1NI) vaccines. 2009-05-21T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/222009/600038null HTML http://pharmrep.findpharma.com/pharmrep/Manufacturing/FDA-Requests-Largest-Ever-Budget-Increase/ArticleStandard/Article/detail/599116?ref=25 On May 7, 2009, as part of the President's fiscal year (FY) 2010 budget, the US Food and Drug Administration requested a budget of $3.2 billion, which is 19% more than the agency's current budget. 2009-05-14T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212009/599116null HTML http://pharmrep.findpharma.com/pharmrep/Strategy/Why-All-the-Bad-Buzz/ArticleStandard/Article/detail/600997?ref=25 European docs have always been down on pharma—but now the US is catching on. Perhaps pharma has oversold the "service model." 2009-05-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/232009/600997/bad_buzz_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/232009/600997null XML http://pharmrep.findpharma.com/pharmrep/Deals/Pfizer-and-Glaxo-Join-Forces-in-HIV-Venture/ArticleStandard/Article/detail/594959?ref=25 The two pharma giants announced plans to form a new specialty company focused on HIV drug development. The new, independent firm will have a total of 11 drugs on the market, with another six on the horizon, securing its place as a powerhouse in the HIV market. 2009-04-22T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172009/594959null HTML http://pharmrep.findpharma.com/pharmrep/Deals/GSK-Grabs-Derma-Firm-for-29-Billion/ArticleStandard/Article/detail/594960?ref=25 Stiefel Labs is under new management. The dermatology company was purchased by GSK in an effort to bolster its existing skincare line. 2009-04-22T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172009/594960null HTML http://pharmrep.findpharma.com/pharmrep/News+Analysis/US-Pharma-Market-To-Decline-in-2009/ArticleStandard/Article/detail/594958?ref=25 IMS has revised its 2009, forecast and the outlook isn't pretty for the United States, which looks to drop 1 to 2 percent in the coming year. 2009-04-22T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172009/594958null HTML http://pharmrep.findpharma.com/pharmrep/Strategy/JampJ-Eliminates-900-Sales-Positions/ArticleStandard/Article/detail/593497?ref=25 In an effort to realign its sales division to reflect the current pharma environment—smaller, faster, better—Johnson & Johnson is trimming its sales force. 2009-04-15T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/162009/593497null HTML http://pharmrep.findpharma.com/pharmrep/News/Prasugrel-launched-in-the-UK/ArticleStandard/Article/detail/593257?ref=25 The European Commission granted marketing authorisation for Efient for the prevention of atherothrombotic events in patients with acute coronary syndrome undergoing percutaneous coronary intervention 2009-04-08T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/162009/593257null HTML http://pharmrep.findpharma.com/pharmrep/News/Human-rights-accreditation-for-Pfizer/ArticleStandard/Article/detail/593256?ref=25 Pfizer has become the first pharmaceutical company to be accredited by the Association for the Accreditation of Human Research Protection Programs 2009-04-06T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/162009/593256null HTML http://pharmrep.findpharma.com/pharmrep/News/Google-to-invest-in-biotech/ArticleStandard/Article/detail/591469?ref=25 Google is creating a venture capital arm that will invest in biotech among other firms 2009-04-02T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/142009/591469null HTML http://pharmrep.findpharma.com/pharmrep/Strategy/Shire-Joins-with-GSK-to-Promote-ADHD-Drug/ArticleStandard/Article/detail/591468?ref=25 Now that Vyvanse, Shire's innovative ADD drug, has been approved for adults, the company needs help to quickly roll out a complex message to neurologists. Its solution: a partnership that takes advantage of GSK's CNS muscle. 2009-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/142009/591468null HTML http://pharmrep.findpharma.com/pharmrep/News+Analysis/FDA-Demands-Pharma-Firms-Pull-Unapproved-Drugs/ArticleStandard/Article/detail/591466?ref=25 The Feds are on the warpath, cracking down on pharmaceutical companies that manufacture and market unapproved prescription narcotics. 2009-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/142009/591466null HTML http://pharmrep.findpharma.com/pharmrep/Strategy/Prescription-Abandonment-Numbers-on-the-Rise/ArticleStandard/Article/detail/591465?ref=25 Compliance woes and stingy insurance providers are walloping the pharmaceutical industry. But now another nuisance is rearing its ugly head, as a high number of patients are ignoring their doctor's orders and dropping their prescriptions on purpose. 2009-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/142009/591465null HTML http://pharmrep.findpharma.com/pharmrep/News/Lilly-not-interested-in-mega-mergers/ArticleStandard/Article/detail/590145?ref=25 Eli Lilly CEO, John Lechleiter, rules out a merger with Bristol-Myers Squibb and criticised mega-mergers 2009-03-30T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/142009/590145null HTML http://pharmrep.findpharma.com/pharmrep/FDA/Watson-recalls-some-Propafenone-tablets/ArticleStandard/Article/detail/590146?ref=25 Watson Pharmaceuticals, Inc. is voluntarily recalling one lot of Propafenone HCL 225 mg tablets sold in 100 count bottles in the United States. 2009-03-26T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/142009/590146null HTML http://pharmrep.findpharma.com/pharmrep/News+Analysis/Lillys-ZyprexaProzac-Combo-Approved-for-Depression/ArticleStandard/Article/detail/589531?ref=25 After repeated requests for additional study information, the wait has paid off: Lilly was approved to sell its bipolar drug Symbyax for treatment-resistant depression. 2009-03-25T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132009/589531null HTML http://pharmrep.findpharma.com/pharmrep/News+Analysis/Drug-Sales-See-Minimal-Climb-in-2008/ArticleStandard/Article/detail/589530?ref=25 Farewell to double-digit growth. Between patent expirations and a sagging economy, sales of prescription drugs grew only 1.3 percent last year. 2009-03-25T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132009/589530null HTML http://pharmrep.findpharma.com/pharmrep/News/Merck-to-invest-in-start-up-biotech/ArticleStandard/Article/detail/589096?ref=25 Merck Serono has set aside $55 million for a new venture fund that will invest in start-up biotech companies. 2009-03-24T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132009/589096null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/This-week-in-layoffs/ArticleStandard/Article/detail/588451?ref=25 More layoffs have been announced, ranging from 57 at Cytos to 1500 at Roche 2009-03-20T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/122009/588451null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Massachusetts-Passes-New-Sales-and-Marketing-Rules/ArticleStandard/Article/detail/588413?ref=25 The state of Massachusetts has released rules requiring pharmaceutical companies to disclose marketing spending on physicians and other prescribers 2009-03-20T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/122009/588413null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Pharma-Media-Spend-Falls-184-Percent/ArticleStandard/Article/detail/588409?ref=25 Pharmaceutical marketing spending dropped nearly 20% for 2008 2009-03-20T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/122009/588409null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Fixing-Pfizers-Rep/ArticleStandard/Article/detail/588415?ref=25 Pharm Exec sits down with Kathryn Metcalfe, Pfizer's new vice president of corporate reputation and policy communications to discuss the new position, the perception of pharma among laypeople, and what needs to be done to boost public opinion of the drug industry. 2009-03-18T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/122009/588415null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Court-nixes-preemption/ArticleStandard/Article/detail/586740?ref=25 The Supreme Court rules that FDA approval does not insulate pharmaceutical companies from lawsuits related to drugs. 2009-03-12T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112009/586740null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Rep-access-continues-to-decline/ArticleStandard/Article/detail/586743?ref=25 According to research from SK&A Associates, the number of doctors requiring appointments or refusing to see pharmaceutical sales reps continues to rise 2009-03-12T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112009/586743null HTML http://pharmrep.findpharma.com/pharmrep/Finance/Pharmas-merger-and-acquisitions-frenzy/ArticleStandard/Article/detail/586748?ref=25 Merck's effort to take over Schering-Plough and Roche's bid for Genetech are just the latest deals to sweep up pharma 2009-03-10T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112009/586748null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Hicks-named-CMR-Institute-CEO/ArticleStandard/Article/detail/586744?ref=25 CMR Institute, a non-profit healthcare education organization recently named Cherie Hicks as its new president and CEO, replacing James Dutton. 2009-03-10T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112009/586744null HTML http://pharmrep.findpharma.com/pharmrep/Career+Development/Industry-basicsCurrent-trends-and-issues/ArticleStandard/Article/detail/588136?ref=25 Industry basics:Current trends and issues 2009-03-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/122009/588136null PDF http://pharmrep.findpharma.com/pharmrep/Featured+News/EMEA-recommends-marketing-suspension-of-Mercks-Rap/ArticleStandard/Article/detail/582939?ref=25 The European Medicines Agency (EMEA) has recommended that marketing authorisation for Merck KGaA's psoriasis drug Raptiva be suspended. 2009-02-24T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/092009/582939null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Sanofi-Aventis-and-AZ-Launch-YouTube-Sites/ArticleStandard/Article/detail/582936?ref=25 Pharma companies are increasingly looking to social media platforms to get their message out 2009-02-24T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/092009/582936null HTML http://pharmrep.findpharma.com/pharmrep/Featured+News/Physicians-Continue-to-Limit-Face-Time-with-Reps/ArticleStandard/Article/detail/582934?ref=25 Many doctors either deny access to pharmaceutical sales reps or require appointments in advance according to research from Sk&A 2009-02-24T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/092009/582934null HTML http://pharmrep.findpharma.com/pharmrep/pharm-rep-2009-media-kit/ArticleStandard/Article/detail/579023?ref=25 2009 Pharm Rep media kit 2009-02-03T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/062009/579023null PDF http://pharmrep.findpharma.com/pharmrep/June-2008-Sworn-Statement/ArticleStandard/Article/detail/579027?ref=25 June 2008 Sworn Statement 2009-02-03T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/062009/579027null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/Industry-basicsRampD-and-marketing/ArticleStandard/Article/detail/588138?ref=25 Industry basics:R&D and marketing 2009-02-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/122009/588138null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/InVentiv-Approaches/ArticleStandard/Article/detail/581095?ref=25 Welcome to Success Stories, which explores what makes the industry's top-performing representatives so amazingly successful. Each month we will talk with someone who works closely with sales representatives, such as managers, trainers, managed care specialists, medical science liaisons and even doctors, to get their unique perspective on what habits, traits and competencies propel a rep to the top of his or her company. 2009-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/072009/581095null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Regulatory-Basics/ArticleStandard/Article/detail/581137?ref=25 Regulatory Basics 2009-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/072009/581137null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/Panic-or-Perform/ArticleStandard/Article/detail/581091?ref=25 You receive a voice-mail message from senior leadership, which contains the same thing you've heard from your manager for months: "Stay focused! Don't worry about things you can't control. You are our most important resource. We are the right size to compete in today's market." Before you hang up or listen halfheartedly in disbelief, what should you do? Trust is tenuous in trying times. Should you believe them? Should you stay, update your resume just in case, or immediately look for another job? 2009-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/072009/581091null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Diabetes-management-programs/ArticleStandard/Article/detail/583009?ref=25 Diabetes management programs 2008-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/092009/583009null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/Moving-on-Up/ArticleStandard/Article/detail/581098?ref=25 You got the job in home office! You may want to celebrate and relax after an interview process that felt like the "presidential primaries," but the campaign isn't over; in fact, it's just begun. The difference is that the President of the United States gets four years to prove himself while many companies provide only a (real or perceived) 90-day probationary period. 2008-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/072009/581098null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Diabetes-management-guidelines/ArticleStandard/Article/detail/582027?ref=25 Diabetes management guidelines 2008-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/082009/582027null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Do-sunshine-laws-add-transparency-or-just-red-tape/ArticleStandard/Article/detail/566369?ref=25 It's not that pharmaceutical reps are paranoid, it's just that everybody is out to get them. Undoubtedly that's the way it seems to many reps today. And it should hardly be a surprise. Pharma companies, big and small, are announcing layoffs on a weekly basis it seems. Furthermore, the Pharmaceutical Research and Manufacturers of America (PhRMA) recently issued a new code of conduct that sharply curtails some of reps' most successful sales strategies. 2008-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/462008/566369null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Overview-of-diabetes/ArticleStandard/Article/detail/560492?ref=25 Overview of diabetes 2008-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/432008/560492null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Crunching-the-numbers/ArticleStandard/Article/detail/560163?ref=25 Ferreting out new opportunities can help you to prepare to beat the odds with a positive message 2008-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/432008/560163null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Trimming-the-fat/ArticleStandard/Article/detail/560167?ref=25 An issue that virtually all physicians face on a daily basis is the problems caused by the excess weight/obesity of many patients. If we could somehow conquer this epidemic and also convince people to stop using tobacco, we would dramatically increase life expectancy, save an enormous amount of money and give us doctors some well-deserved free time! 2008-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/432008/560167null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Going-for-the-gold/ArticleStandard/Article/detail/560164?ref=25 Just the mention of a national meeting evokes strong responses from many sales professionals. Some are eager for a break in the routine. Others look forward to the chance to reenergize and network. Many pharmaceutical reps, however, would much rather be out in the field than in a meeting room all day, the continental breakfast notwithstanding. Ultimately, whether you look forward to them or try to find a way out, national meetings are valuable venues to prepare for performance and competition in the field. 2008-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/432008/560164null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Power-Connections/ArticleStandard/Article/detail/560165?ref=25 Some people have it. Others don't. A handful of charismatic reps simply know how to charm the apathetic, convert the resistant and quickly develop the relationships needed to succeed in the pharmaceutical industry. In other words, these reps have an ability to establish rapport. 2008-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/432008/560165null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Become-the-product-manager-of-brand-you/ArticleStandard/Article/detail/560161?ref=25 It's all about you. How you present yourself can have a tremendous impact on the goals you attain. And whether those goals involve increased job security, a promotion or a new job, that presentation can be the difference between success and failure. Just like with the medications you are detailing, success will depend in large measure on the marketing effort behind it. Welcome to Brand "You." 2008-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/432008/560161null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/On-time-about-time/ArticleStandard/Article/detail/560162?ref=25 The time you spend in the waiting room can be an opportunity to build relationships 2008-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/432008/560162null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Learning-at-a-distance/ArticleStandard/Article/detail/560166?ref=25 There is a growing wave of interest in electronic resources for the healthcare industry, according to two recent studies. And, while European doctors are more likely to look online, American physicians are catching up fast. 2008-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/432008/560166null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/When-the-district-is-operational/ArticleStandard/Article/detail/545082?ref=25 Craig was a top district leader with a team of 10 representatives. The least experienced rep now had two years, and the other nine had anywhere from five to 20 years experience. Craig was feeling fortunate that he had such a well-established and accomplished team. Five of the reps won the President's Award for top sales performance last year, and two were top contenders for corporate promotions. Craig was always looking to develop others as leaders and won his share of accolades, but he did not want to rest on his laurels. 2008-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/545082null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Code-Talking/ArticleStandard/Article/detail/545080?ref=25 Since its release in July, a growing number of pharma companies have pledged adherence to the PhRMA Code, but what does it really mean for you? 2008-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/545080/codetalking_flash.jpg XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/What-No-pens/ArticleStandard/Article/detail/545084?ref=25 A few years ago, PhRMA decided to "self-police" and did away with all the social and/or ticketed events that pharmaceutical reps used to take doctors to. Gone were the ballgames, concerts, golf outings, Broadway shows, wine tastings, circuses, and yes, even complimentary car washes. 2008-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/545084null XML http://pharmrep.findpharma.com/pharmrep/Clinical+Selling/Key-to-the-oncology-ward/ArticleStandard/Article/detail/545083?ref=25 Global sales of oncology products are expected to grow at a compounded annual rate of 12% to 15% by 2012, reaching nearly $80 billion. This growth rate for cancer drugs is nearly double the projected overall growth rate for all pharmaceuticals (about 6.5% in 2007). 2008-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/545083null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Words-to-the-wise/ArticleStandard/Article/detail/545081?ref=25 Here's a riddle: What is a manager's most basic tool, there at the tip of the fingers, and yet one of the greatest things he or she can ever use? 2008-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/545081null XML http://pharmrep.findpharma.com/pharmrep/Disease-Management-strategies/ArticleStandard/Article/detail/545110?ref=25 Disease Management strategies 2008-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/545110null PDF http://pharmrep.findpharma.com/pharmrep/Key-issues-in-disease-management/ArticleStandard/Article/detail/545111?ref=25 Key issues in disease management 2008-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/545111null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/Getting-there/ArticleStandard/Article/detail/544737?ref=25 Whether you want to hold on tight to your dream job or take the first severance package that comes your way, now is the ideal time to evaluate your career objectives. 2008-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/544737/gettingthere_flash.jpg XML http://pharmrep.findpharma.com/pharmrep/Career+Development/MD-spotlight-The-neurologist/ArticleStandard/Article/detail/544739?ref=25 This is the sixth article focusing on important medical specialties. Each article offers insight into the types of practice settings for the physicians, their training, residency requirements, and the defining features of the specialty. This series aims to help sales reps to expand their knowledge and understanding of their customers in order to build stronger business relationships. Use this tool during business planning, call strategy and physician interaction. 2008-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/544739null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Turning-over-a-new-leaf/ArticleStandard/Article/detail/544738?ref=25 Seven steps to reinventing yourself as a success 2008-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/544738/newleaf_flash.jpg XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/In-the-zone/ArticleStandard/Article/detail/545079?ref=25 Physicians are a heterogeneous group with widely varying interests and aspirations. Many also have ancillary careers, which sometimes become full-time pursuits. Bradford Frank, MD, is one such doctor turned entrepreneur. He created thedoctorzone.com as a resource devoted to the needs and interests of other physician entrepreneurs. 2008-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352008/545079null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Hey-nobodys-perfect/ArticleStandard/Article/detail/543030?ref=25 Last month's column reviewed studies that examined physician errors, and how and why they are (or are not) reported. This month, I'll further examine patients' attitudes and feelings on this topic, as well as what pharmaceutical representatives can do to help improve this situation. 2008-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/342008/543030null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Ties-that-bind/ArticleStandard/Article/detail/543028?ref=25 If you've been at all awake in recent months, you've read about all the recent layoffs in the pharmaceutical industry. Perhaps you've even been part of one or more of the many mergers in recent years, with all the uncertainty that accompanies those disruptions. The fact is: There is simply no more career certainty in pharma (or corporate America in general). 2008-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/342008/543028null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/2008-Access-report/ArticleStandard/Article/detail/543026?ref=25 Is the door opening or closing for sales reps? See the latest data 2008-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/342008/543026/accessreport_flash.jpg XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Focus-dont-flip/ArticleStandard/Article/detail/543027?ref=25 When you know where the data in the promotional pieces come from, you can launch into a conversation that goes beyond the glossy graphs 2008-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/342008/543027null XML http://pharmrep.findpharma.com/pharmrep/Elements-of-disease-management/ArticleStandard/Article/detail/553313?ref=25 disease management 2008-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/392008/553313null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Size-and-structure-matter/ArticleStandard/Article/detail/543029?ref=25 Pharma is redesigning and retraining its sales teams, and turning more toward technology to take the guesswork out of call planning and targeting 2008-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/342008/543029null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Catch-a-tiger-by-the-tail/ArticleStandard/Article/detail/518234?ref=25 Is the time right for you to jump into specialty sales? 2008-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518234/tiger_flash.jpg XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Hey-nobodys-perfect/ArticleStandard/Article/detail/518237?ref=25 Physicians, like other human beings, sometimes make mistakes. Purely based on the number of decisions they need to make, doctors actually make more mistakes than most people. 2008-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518237/what_can_go_wrong_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518237null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Sometimes-you-need-a-little-finesse/ArticleStandard/Article/detail/518235?ref=25 Of all the problems I've observed, the most common, and the simplest to correct, is the lack of clear expectations 2008-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518235/sometimes_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518235null XML http://pharmrep.findpharma.com/pharmrep/Psychiatric-disorders-and-their-treatment-Selected/ArticleStandard/Article/detail/518275?ref=25 This final article in a three-part series discusses various factors that influence treatment decisions. It then describes several categories of psychiatric disorders, including anxiety disorders, mood disorders, psychotic disorders, organic mental disorders and impulse control disorders. Finally, examples of each disorder are discussed. 2008-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518275/p_d_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518275null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Giving-thanks/ArticleStandard/Article/detail/518236?ref=25 In addition to superior pharmaceutical products, the success of a pharmaceutical representative is based on his or her ability to communicate. Essentially, this success is part and parcel of your skills at imparting your knowledge and information to your customers, i.e., your physicians. 2008-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518236/giving_thanks_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518236null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Age-matters-dude/ArticleStandard/Article/detail/518233?ref=25 You will encounter four generations routinely. Each is distinct. And each belongs to a kind of 'club' with a 'secret handshake' 2008-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518233/age_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518233null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/MD-Spotlight/ArticleStandard/Article/detail/511791?ref=25 Welcome to the fifth article in the MD Spotlight Series, in which the specialty of psychiatry is highlighted and related resources are featured. You will gain greater insight into the field of psychiatry and identify new ways to relate and communicate at a more sophisticated level with this customer type. Use this tool to aid you during business planning, call strategy and physician interaction. 2008-05-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511791/MD_spotlight_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511791null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/What-can-go-wrong-/ArticleStandard/Article/detail/511792?ref=25 In addition to the misspelling of medications, which can lead to patients getting the wrong drugs, there are many things that can go wrong when it comes to prescriptions: among them, the misinterpretation of instructions, theft and forgery. It almost seems sometimes that writing a prescription can actually have more negative than positive consequences for the patient. How can we better accentuate the positive? 2008-05-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511792/what_can_go_wrong_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511792null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Young-minds/ArticleStandard/Article/detail/511790?ref=25 If you have ever owned a dog, you know that it is easier to train them when they are puppies. This is not to say that old dogs can't learn new tricks, but it is far better if they learn how to behave when they are young. Plus, that good behavior will likely carry over into their older years. 2008-05-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511790/young_minds_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511790null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Making-the-grade/ArticleStandard/Article/detail/511788?ref=25 If you've been through managed care training, you've probably had it up to here with the endless list of acronyms and abbreviations you need to contend with ? but here's one more that's slowly working it's way into the sales professional's lexicon: P4P. 2008-05-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511788/making_the_grade_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511788null XML http://pharmrep.findpharma.com/pharmrep/Psychiatric-disorders-and-their-treatment-Pharmaco/ArticleStandard/Article/detail/511822?ref=25 This second article in a three-part series presents an overview of the nervous system and the actions of various neurotransmitters. It then discusses pharmacology related to psychiatric disorders, focusing on anxiolytics, hypnotics, beta-adrenergic blockers, antidepressants, antipsychotics, mood stabilizers, psychostimulants, and drugs used for alcohol and nicotine dependence. 2008-05-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511822/p_d_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511822null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Right-this-way/ArticleStandard/Article/detail/511789?ref=25 Do you ever get frustrated when you can't get in to see a particular physician? And on the rare occasions when you do get in to see him, does it feel like he never listens to what you're saying? You're dying to increase your sales with this high-prescriber, but nothing you do seems to make any difference. It's enough to make you wish you could hire someone else to do your job for you! 2008-05-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511789/right_this_way_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/172008/511789null XML http://pharmrep.findpharma.com/pharmrep/Sales+Training/Required-participation/ArticleStandard/Article/detail/504745?ref=25 New pharmaceutical sales representatives usually look forward to training with a mix of anticipation and anxiety – it's exciting to begin a new journey. It's fun to meet new people. And it probably means that you're done with home study manuals and online tests. At the same time, it's natural to worry about not performing well at training. 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504745null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/The-final-countdown/ArticleStandard/Article/detail/504748?ref=25 If you have ever watched a rocket launch, you know the excitement and anticipation that accompanies that final countdown before a rocket takes off with an earth-shaking thunder into space. From countdown to liftoff, all eyes are on the rocket, and all imaginations are focused on its journey and potential. 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504748/final_countdown_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504748null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Follow-the-form/ArticleStandard/Article/detail/504750?ref=25 The symbol Rx is an abbreviation for "recipe," the Latin for "take thou." It is estimated that 3 billion prescriptions were written in the United States in 2002, a number that increases every year. 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504750/follow_the_form_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504750null XML http://pharmrep.findpharma.com/pharmrep/Sales+Training/The-new-world/ArticleStandard/Article/detail/504743?ref=25 In my experience, your product doesn't work as well as your competitor for my patient population." 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504743/The_new_world_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504743null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Modified-behavior/ArticleStandard/Article/detail/504747?ref=25 Does the following experience sound familiar? 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504747/modified_behavior_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504747null XML http://pharmrep.findpharma.com/pharmrep/Sales+Training/Bridge-building-101/ArticleStandard/Article/detail/504744?ref=25 As I am always thinking of ways to make things easier for my workshop participants and the reps I work with, I realized that a central theme is a wonderful way to stand out from the growing competition as you make your daily presentations. 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504744/bridge_building_101_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504744null XML http://pharmrep.findpharma.com/pharmrep/Sales+Training/Never-forget/ArticleStandard/Article/detail/504746?ref=25 Training has notoriously been a "pass through" rotation in the pharmaceutical industry, and one that provides the opportunity for the trainer to learn many new competencies in facilitation skills, basics of instructional design, platform-presentation skills and learning the ins-and-outs of the corporate culture they are working in. 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504746/never_forget_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504746null XML http://pharmrep.findpharma.com/pharmrep/Psychiatric-disorders-and-their-treatment-Introduc/ArticleStandard/Article/detail/504773?ref=25 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504773/p-d_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504773null PDF http://pharmrep.findpharma.com/pharmrep/Community-form/ArticleStandard/Article/detail/509145?ref=25 Promotions and accolades form for Community section of Pharmaceutical Representative. 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/152008/509145null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/To-stay-or-not-to-stay/ArticleStandard/Article/detail/504749?ref=25 To stay or not to stay?" More than 400 years after Shakespeare, this reinterpretation of Hamlet's life question is surfacing again as a serious career question for those in pharmaceutical sales. From Main Street to Wall Street, the naysayers and "experts" use stories about negative public perception, increased government scrutiny and questionable product pipelines to substantiate their predictions of impending doom. 2008-04-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504749/to_stay_or_not_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/132008/504749null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Help-is-on-the-way/ArticleStandard/Article/detail/503042?ref=25 You go in to see one of your top doctors and he has a few clinical questions that address issues that are outside of your product's FDA-approved labeling. 2008-03-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503042null XML http://pharmrep.findpharma.com/pharmrep/Applications-of-evidence-based-medicine-EBM-and-cl/ArticleStandard/Article/detail/503122?ref=25 This final article in a three-part series discusses ways to integrate evidence-based medicine into discussions with clinicians. Topics include validity and relevance of clinical results, relating study results to clinicians? patients, study results and source materials, and integrating EBM into the sales call. 2008-03-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503122/applications_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503122null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/What-if/ArticleStandard/Article/detail/503044?ref=25 Behind the counter" (BTC) is a category of medications that would not be prescribed but would be distributed by pharmacists only after they inform consumers of the risks and benefits of each particular medication. These drugs literally would be kept behind the counter. Now that the FDA is considering adding this category, many entities have been registering their often-still-evolving opinions on this controversial topic. 2008-03-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503044null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Made-to-order/ArticleStandard/Article/detail/503043?ref=25 Just a few short years ago, bringing in a lunch for a doctor was, well, something of a production. You had to find a restaurant that could meet your needs, place an order well in advance and make sure it was on time – not to mention pay for it, keep track of your receipts, and so on and so forth. Reps sounded a familiar refrain: I am not a caterer! 2008-03-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503043/made_to_order_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503043null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Speak-up-stand-out/ArticleStandard/Article/detail/503120?ref=25 There may be no better way to cast your influence than the tried-and-true panel discussion. Beyond a formal presentation – and even beyond a random question and answer session – the panel format brings the real life of experts to the real life of the audience. It is an opportunity for a special kind of intimacy that is rarely afforded. 2008-03-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503120/thumb_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503120null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Short-but-sweet/ArticleStandard/Article/detail/503041?ref=25 Laura has nearly a dozen clinical studies she can use to promote her products. Most of the doctors she calls on expect to hear clinical evidence from her and they do. She knows the statistics, from survival curves to p-values. Still, there are times when she hesitates to use studies in a call. "When a doctor says they have just a minute and I can tell that is really all they have, how can I discuss the Cox proportional-hazard model in 60 seconds? I stick to the abstract and ask for more time on the next call." Not completely happy with her compromise, Laura was looking for solutions. 2008-03-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503041/short_but_sweet_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503041null XML