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On The Cover
A View on Sales — A Year ofTransformation
The traditional pharmaceutical sales organization is undergoing a transformation,as slowing pipelines,shrinking sales,and spiraling costs take their toll on large pharma’s sales representative base.
By Carolyn Gretton
Features
Time for a New Educational Standard
CMR Institute
By James A. Dutton
Sustaining the Pharmaceutical Industry’s New Selling Model
Wilson Learning Worldwide
By Ed Emde and Celeste Mosbye
Transitioning to a Successful Service Model
TNS Healthcare
By Andrew Brana and Jonathan Kay
Driving Sales Excellence Through Competency Modeling
PDI Inc.
By Susanne P. Reilly
Making It Stick: How to Maximize Knowledge Retention
Campbell Alliance
By John Bye
Today’s Preceptorship: Staying Afloat Without the Sale
Vox Medica Inc.
By Kari Seymour
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