http://pharmrep.findpharma.com/pharmrep Pharmaceutical Representative 2008-08-20T07:13:37Z http://pharmrep.findpharma.com/pharmrep/Career+Development/Catch-a-tiger-by-the-tail/ArticleStandard/Article/detail/518234?ref=25 It's about mastery of selling skills, relationships and in-depth product knowledge of their market segements 2008-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212008/518234null XML 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/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/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/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/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/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/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/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/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/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/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/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/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/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/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/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/Career+Development/Wise-up/ArticleStandard/Article/detail/503040?ref=25 A large portion of your success and happiness will be determined by the quality – and quantity – of relationships you build through your professional and personal activities. The more people you know and who know you in a positive way, the more easily you can find success and the quicker you will move ahead. You can fast track your career by getting the knowledge, insights and skills from a mentor — a wise and trusted "counselor" or "teacher" who knows the ropes. 2008-03-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503040/wise_up_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/112008/503040null 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/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 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/Career+Development/Tomorrows-rep-tomorrows-market/ArticleStandard/Article/detail/486340?ref=25 Pharma roundtable on the future of sales. 2008-02-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486340/tomorrows_rep_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486340null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Incoming-class/ArticleStandard/Article/detail/486343?ref=25 The trillion-dollar healthcare industry is the perfect breeding ground for turf battles. For decades, such battles have included MDs versus chiropractors, optometrists versus ophthalmologists, "traditional" medicine versus "alternative" medicine, and many, many others. 2008-02-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486343/incomingclass_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486343null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/MD-spotlight/ArticleStandard/Article/detail/486341?ref=25 Today, nursing is more diverse than any other field of medicine 2008-02-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486341/md_spotlight_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486341null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Analyze-this/ArticleStandard/Article/detail/486342?ref=25 Doctors need all the clinically relevant information in proper sequence before they can commit to using a product 2008-02-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486342/analyze_this_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486342null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Elected-coverage/ArticleStandard/Article/detail/486339?ref=25 It's no surprise that voters have identified healthcare as a leading domestic issue for presidential candidates to address in the current campaign. With soaring costs, rising premiums, reduced (or even discontinued) employer coverage and 47 million uninsured Americans, voters have every right to be concerned. 2008-02-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486339/elected_coverage_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486339null XML http://pharmrep.findpharma.com/pharmrep/Applications-of-evidence-based-medicine-Evidence-b/ArticleStandard/Article/detail/486350?ref=25 This second article in a three-part series discusses the role of clinical research in evidence-based medicine. Topics include components of research protocols, common types of experimental designs, strategies to address bias and evaluate treatment options, issues in statistical analysis and understanding how to read clinical reprints. 2008-02-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486350/applications_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/042008/486350null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Hot-buttons-smoking-sales/ArticleStandard/Article/detail/484436?ref=25 Dr. Richards was one of the busiest internists in the area – he was writing prescriptions with both hands, yet his office was impenetrable. Every rep in the territory tried to get in – if one could secure just five percent of his business, he would be king, and make his numbers for the entire year! 2008-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484436/hotbuttons_thumb_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484436null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Louder-than-words/ArticleStandard/Article/detail/484437?ref=25 Action leaders are the go-to sources for information thought leaders introduce 2008-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484437/louderthanwords_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484437null XML http://pharmrep.findpharma.com/pharmrep/Applications-of-evidence-based-medicine-Overview-o/ArticleStandard/Article/detail/484522?ref=25 2008-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484522/applications_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484522null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Hospitals/Popular-Appeal/ArticleStandard/Article/detail/484434?ref=25 Financial solvency of community health centers is often a challenge 2008-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484434/popularappeal_thumb_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484434null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Sales-cigars-and-Mr-Sahakian/ArticleStandard/Article/detail/484438?ref=25 On a recent trip to London, I stopped by the Davidoff cigar store on St. James Street. I was with my 19-year-old son, Craig, and we wanted to purchase an after-dinner cigar to celebrate his excellent grades at the University of Texas. We met the owner, Mr. Edward Sahakian, and told him what we were looking for. He took us into the walk-in humidor containing hundreds of exotic, limited, one-of-a-kind cigars from Cuba, Honduras and the Dominican Republic. Mr. Sahakian then asked a surprising series of questions: "Where are you going for dinner? What time is your dinner? What are you planning to eat? Will you be smoking after dinner or in your hotel? What kind of cigars have you smoked before?" He had several other probing questions as well. He then provided us with a choice of three cigars that might be appropriate for our time of day, restaurant and food selection. 2008-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484438/sales_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484438null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Best-laid-plans/ArticleStandard/Article/detail/484440?ref=25 We all know that planning is an essential part of leadership. A manager who is able to formulate a plan for success will be more likely to be successful than those who plan poorly. The effort it takes to plan well is more than worth the time, and such planning creates a vital opportunity for team members to share ideas and best practices, to identify gaps in execution and formulate remedies, and, most importantly, to articulate specific objectives for immediate focus. What are some of the core elements of a good strategic plan for pharmaceutical sales teams? What helps a manager create buy-in? And, what can help create success and momentum? 2008-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484440/bestlaidplans_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484440null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Free-thought/ArticleStandard/Article/detail/484439?ref=25 While eating lunch at my favorite restaurant the other day – the free sample displays at Costco – I got an idea for a column on pharmaceutical samples. Pharmaceutical representatives have been bringing samples of their products to physicians' offices for decades. But recently, the merits of this practice have become a topic of fierce debate. 2008-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484439/freethought_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484439null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Best-impression/ArticleStandard/Article/detail/484435?ref=25 You will be establishing the pattern for the rest of your relationship 2008-01-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484435/bestimpression_thumb_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484435/main_main.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/032008/484435null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Anywhere-but-here/ArticleStandard/Article/detail/477133?ref=25 There is a recent trend of Americans seeking out healthcare services in places other than where they live. More often than not, the bottom-line reason for this phenomenon is ... the bottom line. Patients frequently seek out services that offer good dollar value, or better service for the same cost. In other cases, the objective is to simply get what is believed to be better care somewhere else. 2007-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477133/anywherebuthere_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477133null XML http://pharmrep.findpharma.com/pharmrep/Field-sales-management-Managing-the-district-as-a-/ArticleStandard/Article/detail/477283?ref=25 2007-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477283null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/Its-a-small-world-after-all/ArticleStandard/Article/detail/477130?ref=25 You have been asked to lead the development of a disease-and-product-knowledge (DPK) training curriculum within the leading biopharmaceutical firm for which you work. The training will be delivered not only to the U.S. market, but globally. The training program needs to be implemented smoothly in all markets and the product launch date is quickly approaching. Now, where do you begin? 2007-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477130/smallworld_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477130null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Tis-the-season/ArticleStandard/Article/detail/477131?ref=25 It's been just over five years since the Pharmaceutical Research and Manufacturers of America (PhRMA) released its "Code on Interactions with Healthcare Professionals," which effectively changed the way sales representatives and drug companies thought about leave-behinds. 2007-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477131/tistheseason_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477131null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Heart-smart/ArticleStandard/Article/detail/477134?ref=25 Effective frontline leadership is a complex process involving many competencies that demand a solid command of both technical knowledge and interpersonal skills. Understanding company systems, product information, technical resources, legal and HR issues, and market variables are critical to be sure – but current research indicates that these more technical aspects of leadership must be integrated with emotional intelligence. What can you do to enhance your emotional intelligence (EI/EQ)? 2007-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477134/heartsmart_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477134null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Listen-up/ArticleStandard/Article/detail/477132?ref=25 As sales representatives, you wear both hats – speaking and listening — and need to be good at, and pay attention to, both 2007-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477132/listen_up_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477132null XML http://pharmrep.findpharma.com/pharmrep/Managed+Care/Medicare-Part-D-Update/ArticleStandard/Article/detail/477128?ref=25 The implementation of the new Medicare Part D prescription-drug benefit in 2006 helped create a "perfect storm" for U.S. pharmaceutical and biotechnology manufacturers. 2007-12-01T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477128/medicare_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477128null XML http://pharmrep.findpharma.com/pharmrep/News/Test/ArticleStandard/Article/detail/474947?ref=25 TKTKTKTKTKTK 2007-11-26T05:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/482007/474947null HTML http://pharmrep.findpharma.com/pharmrep/Sales+Management/The-candidate/ArticleStandard/Article/detail/470214?ref=25 So many business clichés have merit, but one stands above the others: "Hire the right person and 90 percent of your work is behind you. Hire the wrong person and 90 percent of your work is left to do." It succinctly captures the importance and ramifications of the interview process. As a frontline manager, it is often your job to recruit, interview and hire new people for your organization – what type of formal training, feedback and development have you received regarding this tremendously important capability? 2007-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470214/thecandidate_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470214null XML http://pharmrep.findpharma.com/pharmrep/Field-sales-management-Optimizing-the-team/ArticleStandard/Article/detail/477284?ref=25 2007-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477284null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/RepReview-2007/ArticleStandard/Article/detail/470209?ref=25 Has the pharmaceutical and biotech industry overextended its signature sales model? Is the selling field now overgrazed and producing less bounty for all? Could the inaccessible-physician problem be customers' way of telling the pharmaceutical industry that the current state of personal promotion is not meeting their needs as well as in the past? Data from RepReview 2007, a study of pharma and biotech sales reps, conducted by G & S Research in partnership with Pharmaceutical Representative magazine, indicates ... maybe. 2007-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470209/repreview_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470209null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/The-right-stuff/ArticleStandard/Article/detail/470212?ref=25 An impressive sales record has positioned you on the fast track even more quickly than you had dared to hope. The corporate-training department is looking for someone with your credentials to play a leading role in revamping the new-sales-representative learning system for disease and product knowledge (DPK). You recognize, with some trepidation, your opportunity to shine in a unique challenge, as well as the long-term career potential. 2007-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470212/therightstuff_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470212null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/MD-Spotlight/ArticleStandard/Article/detail/470211?ref=25 Welcome to the third article in the MD Spotlight series, in which the specialty of cardiology is highlighted and related key resources are featured. You will gain greater insight into the field of cardiology and the role of the cardiologist that may help you identify new ways to relate and communicate at a more sophisticated level with this customer type. Expanding your knowledge and understanding of your customers will help you build stronger business relationships. Use this article to aid you during business planning, call strategy and physician interaction. 2007-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470211/mdspotlight_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470211null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Pharmacists/Fill-er-up/ArticleStandard/Article/detail/470210?ref=25 In today&s healthcare marketplace, in which drug reimbursement is often dependent upon formulary preferences and pharmacy benefit designs, retail pharmacists may influence whether a prescription written for your product gets filled. Bottom line – this is why you need to understand the world of retail pharmacy. Sales and market share are measured by prescriptions filled, not written. Thus, to succeed in getting your products filled, you need to pull through your products at the point of sale. 2007-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470210/fillerup_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470210null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Nobodys-child/ArticleStandard/Article/detail/470213?ref=25 Some pharmaceutical companies serve patients who have extremely rare diseases. They provide innovative products for these often severely ill people who have few treatment options. Certain of these products, as defined below, are classified as orphan drugs. 2007-11-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470213/nobodyschild_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/452007/470213null XML http://pharmrep.findpharma.com/pharmrep/June-2007-Sworn-Statement/ArticleStandard/Article/detail/465301?ref=25 June 2007 Sworn Statement 2007-10-15T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/422007/465301null PDF http://pharmrep.findpharma.com/pharmrep/PharmRep-Direct-promo/ArticleStandard/Article/detail/465303?ref=25 PharmRep Direct Promo 2007-10-15T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/422007/465303null PDF http://pharmrep.findpharma.com/pharmrep/2008-PharmRep-media-kit/ArticleStandard/Article/detail/465299?ref=25 2008 PharmRep Media Kit 2007-10-15T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/422007/465299null PDF http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/You-heard-what/ArticleStandard/Article/detail/463123?ref=25 Rumors can cause serious damage to sales and to your credibility with healthcare providers. 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/402007/463123null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Moment-of-truth/ArticleStandard/Article/detail/463129?ref=25 You don't always have to end by asking for prescriptions. Know what you have earned the right to ask for, and then ask for it. 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/402007/463129null XML http://pharmrep.findpharma.com/pharmrep/Clinical+Selling/The-checklist/ArticleStandard/Article/detail/463126?ref=25 Over the past three years as a columnist for Pharmaceutical Representative, I have written on many aspects of clinical selling aimed to help pharmaceutical sales reps establish meaningful dialog with their physician customers. 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/402007/463126null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Good-from-great/ArticleStandard/Article/detail/463128?ref=25 In their 1999 book, First Break All the Rules, Marcus Buckingham and Curt Hoffman studied data collected by the Gallup organization to find out what differentiated great managers from mediocre ones. They suggested that the triad of talent, knowledge and skill constitutes the "base nature" of human performance potential, and that recognizing and liberating talent is critical to empowering and keeping the right people for the right work. 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/402007/463128null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Show-me-the-money/ArticleStandard/Article/detail/463127?ref=25 How will declining physician incomes affect healthcare in this country? A recent article in The New York Times remarked that liberals want Washington to "force cuts in prescription-drug prices and insurance company profits," and that conservatives want "people to pay more of their own medical costs" in order to curb spiraling healthcare costs. 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/402007/463127null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Science-lessons/ArticleStandard/Article/detail/463122?ref=25 They'll know the important information about each drug and its class, but you'll know the small details that can make a big difference for patients. This is where you begin consulting. 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/402007/463122null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/For-your-consideration/ArticleStandard/Article/detail/463125?ref=25 The majority of pharmaceutical representatives detail their physicians about their product, allow doctors to sign for samples and then quickly depart. 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/402007/463125null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/If-a-tree-falls-/ArticleStandard/Article/detail/463124?ref=25 Great salespeople know that selling is contagious, a transfer of belief from the seller to the buyer. 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/402007/463124null XML http://pharmrep.findpharma.com/pharmrep/Field-sales-management-Building-teams/ArticleStandard/Article/detail/477285?ref=25 2007-10-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477285null PDF http://pharmrep.findpharma.com/pharmrep/Sales+Management/Future-Stars/ArticleStandard/Article/detail/453317?ref=25 Through the leaders they identify, district and region managers create an enduring legacy. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453317null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/The-million-dollar-question/ArticleStandard/Article/detail/453322?ref=25 This may be the most important article you ever read as a pharmaceutical rep. That's because I am going to challenge you to change something you've been doing for a long time – something you're supposed to do, that you've been trained to do and that your manager expects you to do. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453322null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/The-honeymoon-is-over/ArticleStandard/Article/detail/453320?ref=25 It was late on a Friday afternoon when Anna had a realization: She missed her old job. While this may be common, for Anna it was a surprise. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453320null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Think-on-it/ArticleStandard/Article/detail/453319?ref=25 How do you make strategic business planning a meaningful exercise that actually changes behavior? 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453319null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Owning-your-territory/ArticleStandard/Article/detail/453316?ref=25 In a Sense, your Territory is a sole proprietorship. You "own" it. You manage it, and at the end of the year, the health of its bottom line is dependent upon your business savvy. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453316null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/The-power-hour/ArticleStandard/Article/detail/453324?ref=25 You schedule the lunch months in advance for a busy clinic at which you rarely get to see the doctors. When the day arrives, you get there early, making sure all the food and detail pieces are in place. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453324null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Are-you-experienced/ArticleStandard/Article/detail/453321?ref=25 A manager should be a talent scout in search of impact players. These players possess the skill to positively influence the outcome of the game. The ability to spot and develop this kind of talent can create a competitive advantage. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453321null XML http://pharmrep.findpharma.com/pharmrep/Focus-on-womens-health-Female-response-to-disease/ArticleStandard/Article/detail/477286?ref=25 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/492007/477286null PDF http://pharmrep.findpharma.com/pharmrep/Sales+Management/Weathering-the-storm/ArticleStandard/Article/detail/453318?ref=25 Preparing your reps for the unexpected creates a winning climate. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453318null XML http://pharmrep.findpharma.com/pharmrep/Focus-on-womens-health-Female-response-to-disease/ArticleStandard/Article/detail/466306?ref=25 This final article in a three-part series discusses how disorders that occur in both sexes manifest themselves differently in women. Topics include HIV, diabetes, autoimmune disorders, migraine, eating disorders, depression and anxiety disorders. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/422007/466306/pr_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/422007/466306null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/Boon-or-bust/ArticleStandard/Article/detail/453323?ref=25 You're packing your bags and heading off to the airport for a week in the sunshine. 2007-09-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/352007/453323null XML http://pharmrep.findpharma.com/pharmrep/Clinical+Selling/Mutual-benefits/ArticleStandard/Article/detail/442570?ref=25 As a pharmaceutical sales representative, you no doubt are aware of the number of calls made to pharmacies – some companies require their sales reps to make as many as three calls per day. You are also well-versed in the perceptions pharmacists have of pharmaceutical sales representatives. When reps call on pharmacists, they often feel as though they are in the way of a busy pharmacist, or that the pharmacist doesn't really care to hear about their product. 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442570/mutualbenefits_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442570null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Free-agents/ArticleStandard/Article/detail/442569?ref=25 The attractiveness of pharmaceutical sales, with its consistently desirable salaries and inherent rewards of improving health and well-being, is enough for many. It's a great job in a great industry. But there also are those sales representatives who desire greater variety in their jobs, or who want to move up the career ladder more quickly than they are able currently. What can these reps do to improve their job satisfaction? 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442569/freeagents_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442569/main_main.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442569null XML http://pharmrep.findpharma.com/pharmrep/Clinical+Selling/Office-space/ArticleStandard/Article/detail/442571?ref=25 Reps now seem to recognize that our time is valuable and belongs to us and our patients. 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442571/houserules_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442571null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Attaining-goals-101/ArticleStandard/Article/detail/442568?ref=25 Too many people fail because they wait for things to happen, rather than take an active role in making them happen. Sometimes the enormity of the idea – call it a dream, call it a goal – is overwhelming. 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442568/attaininggoals101_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442568/main_main.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442568null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/True-north/ArticleStandard/Article/detail/442573?ref=25 There is an old Samurai saying: "A man is but for one generation, but honor is for all generations." This is particularly applicable to leadership. When a person assumes the mantle of leadership as a CEO, VP, director and, especially, as a frontline manager, he or she is expected to be trustworthy of the responsibility of that position. In many circumstances, a frontline manager is expected to lead, coach, manage, guide and help motivate a team of a dozen or so sales representatives. These people depend on the leader to be competent, truthful, timely and faithful to the commitments of the team. If this trust is broken, it can be devastating to everyone involved, including the company. But the question is, how do we lead with honor? What are symptoms of dishonor? How can we be certain we remain honorable? 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442573/truenorth_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442573null XML http://pharmrep.findpharma.com/pharmrep/Clinical+Selling/Underwriters/ArticleStandard/Article/detail/442574?ref=25 How many prescriptions did you lose today? If you didn't call on the nurse practitioners and physician assistants in your territory, you may have lost as many as 21. Your smartest competitors know exactly how to connect – do you? 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442574/underwriters_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442574null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Practice-makes-perfect/ArticleStandard/Article/detail/442567?ref=25 More than half of all office-based physicians work in group practices with three or more physicians. Groups of 11 or more physicians make up about 1.2 percent of all practices, and 9.8 percent of all U.S. office-based patient visits occur in these larger practices. This according to data from the 2003-2004 National Ambulatory Medical Care Survey (NAMCS), conducted by the National Center for Health Statistics. And this data reflects physicians only. Group practices typically include a variety of other healthcare professionals, such as nurse practitioners (NPs) and physician assistants (PAs). 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442567/practicemakesperfect_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442567/main_main.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442567null XML http://pharmrep.findpharma.com/pharmrep/CE-Cardiovascular-disease-and-cancer-in-women/ArticleStandard/Article/detail/442639?ref=25 August 2008 CE 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442639null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/After-hours/ArticleStandard/Article/detail/442572?ref=25 Many physicians I've known have had extremely interesting hobbies or second careers ... or hobbies that have evolved into second careers. Some of these people derive such a consistent degree of success and satisfaction from their avocations that they even decide to pursue them full-time. 2007-08-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442572/afterhours_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442572null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Twos-company/ArticleStandard/Article/detail/437475?ref=25 Whether your company calls it co-marketing, co-promoting or co-positioning, its success relies on your coordination, collaboration and cooperation. 2007-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262007/437475null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Diversity-university/ArticleStandard/Article/detail/437479?ref=25 Differences in cultural values between patients and treatment providers can result in dissatisfaction. 2007-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262007/437479null XML http://pharmrep.findpharma.com/pharmrep/CE-Common-issues-in-womens-health/ArticleStandard/Article/detail/442636?ref=25 July 2007 CE 2007-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/292007/442636null PDF http://pharmrep.findpharma.com/pharmrep/Sales+Management/Rah-rah/ArticleStandard/Article/detail/437480?ref=25 Jeffrey Immelt's recent commencement speech at the University of Notre Dame reminded us why these orations can be so compelling – as with all the best speeches, it was filled with a little bit of humor, a lot of promise and a wealth of wisdom. Mr. Immelt focused on leadership. There were three pearls he hoped to pass along: passion, purpose and teamwork. Though none of these pearls was surprising, the simplicity of his underlying message – that people want and need effective leaders – speaks to a basic truth. Good leaders create a culture in which people are motivated to achieve. 2007-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262007/437480null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/MD-spotlight/ArticleStandard/Article/detail/437476?ref=25 The second article in the MD Spotlight series will profile the specialty of urology. The goal is to provide you with greater insight into the field and help you identify ways to relate and communicate at a more sophisticated level. Expanding your knowledge and understanding of your customers ultimately will help you build stronger business relationships. Use this tool to aid you during business planning, call-strategy formulation and physician interaction. 2007-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262007/437476null XML http://pharmrep.findpharma.com/pharmrep/Career+Development/Bridging-the-gap/ArticleStandard/Article/detail/437478?ref=25 Did you know that we currently are experiencing greater generational diversity in the workplace than ever before? This holds true for many industries, including pharmaceuticals. The more than 13,500 pharma reps (according to the Princeton Review) are composed of people in three primary age demographics – Baby Boomers, Generation X and Generation Y. 2007-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262007/437478null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Access-report/ArticleStandard/Article/detail/437474?ref=25 Large sales forces, short calls and increasing competition for physicians' time remain key issues for the selling environment in 2007. Each year Health Strategies Group assesses the state of the pharmaceutical selling environment. 2007-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262007/437474/main_main.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262007/437474null XML http://pharmrep.findpharma.com/pharmrep/Sales+Training/The-passenger/ArticleStandard/Article/detail/437477?ref=25 So you're going to have a passenger. Now what? 2007-07-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/262007/437477null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Diversity-university/ArticleStandard/Article/detail/429170?ref=25 The culturally competent physician is aware of these issues and is more likely to explain to patients how various philosophies can be used in tandem to offer the best chance for effective treatment. 2007-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429170/diversity_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429170null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Hospitals/Hospital-selling/ArticleStandard/Article/detail/429198?ref=25 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. 2007-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429198/hospital_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429198/main_main.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429198null XML http://pharmrep.findpharma.com/pharmrep/Sales+Management/Happiness-made-easy/ArticleStandard/Article/detail/429195?ref=25 Simply put, the competitive corporate work environment is demanding! High performance expectations, quick adaptation to change and putting in whatever time is needed to create success are standard issue these days. Are you feeling the stress of these pressures and others? Are you struggling to find the right mix of work time, recharge time and relationship time? In this article, we will explore issues related to work-life harmony (WLH) and provide some useful suggestions to help you optimize your approach to this crucial leadership behavior. 2007-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429195/happiness_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429195null XML http://pharmrep.findpharma.com/pharmrep/CE-Multidisciplinary-pain-management/ArticleStandard/Article/detail/436924?ref=25 June 2007 CE 2007-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/252007/436924null PDF http://pharmrep.findpharma.com/pharmrep/Career+Development/Schools-out/ArticleStandard/Article/detail/429166?ref=25 I'm getting an M.B.A. to better myself and gain knowledge," said Julia Chong, a high-achieving sales consultant for Novartis. "It's not just for advancement." Chong is one of the reps in the pharma industry who believe that pursuing an advanced degree may be a key tool to help her advance up the career ladder. "I want to be the best manager and leader I can. Not knowing what the industry is going to look like in 20 to 30 years, I think it's a good idea to have one." 2007-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429166/school_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429166/main_main.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429166null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Whats-next/ArticleStandard/Article/detail/429168?ref=25 Training often plays the role of interpreter between marketing and sales and has the responsibility to enable representatives to increase impact within regulatory guidelines. 2007-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429168/what_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429168null XML http://pharmrep.findpharma.com/pharmrep/Selling+to+Physicians/Order-up/ArticleStandard/Article/detail/429167?ref=25 An emerging industry of pharma-centric, Web-based lunch providers has recently sprung up, all of which exist to take the headache and hassle out of trying to find and arrange for an office lunch. 2007-06-01T04:00:00Z http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429167/order_thumbnail.jpg http://pharmrep.findpharma.com/pharmrep/data/articlestandard/pharmrep/212007/429167null XML