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Product Description

    Physicians are now seeking more value-added services from sales field forces and these services also must support the payers and the patients. In 2009 and beyond, members of the various salesforces will focus more on becoming educators, supporters, and partners to those they touch in the healthcare industry. Under this model, pharmaceutical companies will begin to sell integrated packages of medicines and services. Services, such as prevention, personalized patient monitoring, and disease management, will shape the evolving definition of value, says Anthony Farino, U.S. pharmaceutical and life sciences, advisory services leader, at PricewaterhouseCoopers.
    “The imperative will become about those reps who can add the most healthcare value, not those who can sell the most pills,” he says.  Michael Laferrera, senior VP, sales and marketing, at J. Knipper & Co., believes that pharmaceutical marketers must…

Managed-Care Salesforces Expected to Experience Changes
Skills for Sales Reps

Nancy Connelly. Senior VP, Sales Support Services, PDI Inc., Saddle River, N.J.; PDI provides commercialization services for established and emerging biopharma companies. For more information, visit
Anthony Farino. U.S. Pharmaceutical and Life Sciences Advisory Services Leader, PricewaterhouseCoopers, New York; PWC provides industry-focused assurance, tax, and advisory services to build public trust and enhance value for its clients and their stakeholders. For more information, visit
Michael Kirby. Senior Regional VP, Sales, Lathian Health, Blue Bell, Pa.; Lathian develops technology-based sales and marketing solutions for life-sciences companies. For more information, visit
Prashant Kohli. VP, Sales and Marketing, Archi-Tech Systems, West Trenton, N.J.; Archi-Tech provides solutions for analytics and reporting for pharma sales, marketing, and managed-care departments. For more information, visit
Michael J. Laferrera. Senior VP, Sales and Marketing, J. Knipper & Co. Inc., Lakewood, N.J.; J. Knipper provides healthcare marketing solutions for direct marketing, sampling, compliance, IT, and salesforce productivity. For more information, visit
Jim Mercante. Partner, TGaS Advisors, East Norriton, Pa.; TGaS Advisors provides pharmaceutical companies with tools for continuous improvement. For more information, visit
John Moran. Center of Excellence Leader, Commercial Optimization, IMS Health, Norwalk, Conn.; IMS Health provides market intelligence to the pharmaceutical and healthcare industries. For more information, visit
Celeste Mosby. VP, Life Sciences, Wilson Learning Worldwide, Edina, Minn.; Wilson Learning provides human performance improvement solutions for Global 2000, Fortune 500, and emerging organizations worldwide. For more information, visit
Mike Myers. President, Palio, Saratoga Springs, N.Y.; Palio is a full-spectrum advertising and marketing firm serving primarily the pharmaceutical industry. For more information, visit
Terry Nugent. VP Marketing, Medical Marketing Service Inc., Wood Dale, Ill.; MMS has a proprietary, multidimensional identification process to convert data into prospects. For more information, visit
Linda Palczuk. VP Sales, AstraZeneca, Wilmington, Del.; AstraZeneca discovers new medicines that are designed to improve the health and quality of life of patients around the world. For more information, visit
Brad Patten. Senior VP, Business Development, inVentiv Selling Solutions, Somerset, N.J.; inVentiv Selling Solutions is a provider of sales programs for the healthcare and life-sciences industry. For more information, visit
Elaine Riddell. CEO, TNS Healthcare. New York; TNS Healthcare, a part of TNS, provides globally consistent solutions and custom advisory services to support product introductions; brand, treatment, and sales-performance optimization; and professional and DTC promotional tracking. For more information, visit
Matt Wallach. Executive VP and General Manager, Verticals onDemand, Pleasanton, Calif.; Verticals onDemand delivers SaaS CRM solutions for the global pharmaceutical industry. For more information, visit