Gwen McLean

Gwen McLean is a managing editor at Walpole, MA-based Informa Training Partners. For more information on training materials that prepare pharmaceutical sales professionals to succeed in today's marketplace, contact Informa Training Partners at (508) 668-0288 or visit Informa online at www.informatp.com.

Ferreting out new opportunities can help you to prepare to beat the odds with a positive message

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.

Financial solvency of community health centers is often a challenge

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.

Your ability to view prescribing data is minimal.

Many companies are adopting e-sampling as a way to make the sampling process more efficient. But do these new sampling methods hurt a rep's chances for face time with the physician? Not if reps take advantage of their unique benefits.

Effective communication can be one of the more difficult traits to engender.

How to protect your market share from generic erosion.

Selling in the Veterans Health Administration.