Commercialization: Page 115
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PharmaVoice Team/PharmaVoice
Sales Leadership Training for the Shifting Role of District Managers
George Schmidt Practice Executive Sales Practice Today’s district managers (DMs) operate in a very difficult environment. Sales reps face stiff competition in the field, physician access continues to decrease, the selling environment is more complex, and reps require more coaching and guida...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Simplify, Focus, and Align the Sales Process: New Performance Drivers for Success
Complexity and information overload are making it harder than ever for salespeople to execute brand strategy. The way sales reps communicate with physicians is woefully out of sync with the way physicians learn and incorporate new therapies...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Letter from the Editor
Taren Grom Companies are striving to improve competence in the key sales drivers — targeting, frequency, message, and coaching. May the force be with you… Anyone who has been to the doctor’s office in the past few years no doubt has noted that the waiting room, which was once occupied by...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
On the Calendar
May 16-17 Global Clinical Trials Hyatt Regency Jersey City, Jersey City, N.J. For more information, contact Caria Badenhorst, Marcus Evans, at 246-417-5321, e-mail [email protected], or visit marcusevans.com. May 16-17 5th Annual Sample Accountability Hyatt Regency Princeton, Princeton, N....
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
The Time for Transparency
June 2005 PharmaVOICE Trial transparency The Time for Transparency by Elisabeth Pena Villarroel The movement toward clinical-trial transparency and public registries is not a new idea, however, the highly publicized lawsuit by Eliot Spitzer against GlaxoSmithKline and the terms of the settlement ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Biotech's Perfect Storm
Biotech’s Perfect Storm A relatively more favorable funding environment, cutting-edge technologies, and a strong position at the partnership table have many of today’s biotechnology companies poised for success. Biotechnology companies have come into their own. A report from Ernst & Young fi...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Talent Pool
Pharma POOL Kevin Guthrie Thom Rowland Solvay Promotes VPs Solvay Pharmaceuticals, Marietta, Ga., a pharmaceutical company focused on cardiology, gastroenterology, mental health, women’s health, and select specialized markets, has promoted Kevin Guthrie to VP of commercial operations, neuroscienc...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Sales Training
The Sales Process Plan Pre-Sale Sale Grow Building Relationships Grow Usage Customer Relationship Management Referral Systems Target Thought Leaders Territory Management Sales Call Product Knowledge Presentation Customer Service Value-Added Programs Support Support District Manager ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Table of Contents
On the Cover Culture of compliance: Cutting through the confusion To be compliant with the many regulations and guidances that apply to the marketing of prescription products, companies need to create a culture of compliance that fosters and promotes an ethical atmosphere and compliant behavior. ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Shifting the Compliance Paradigm
VIEW on regulatory compliance Michael Kuehne is President of ACSYS Inc., Hillsborough, N.J., which specializes in developing quality and compliance solutions that combine R&D and manufacturing capabilities to deliver sustained improvement in R&D, Quality, Operations, Clinical, and Regulat...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Diabetes: Novel Pipeline Compounds Offer New Hope
Tremendous progress has been made in the treatment of diabetes over the last decade. Still, many people with diabetes have poor glycemic control, and there is a need for more convenient therapies. As the prevalence of diabetes, especially type 2 diabetes, continues to increase, products in develo...
By Lisa Dress • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
For Art's Sake
For Art’s Sake Each month, this department pays homage to memorable advertising and marketing campaigns. The highlighted executions have been identified by leading creative executives for their noteworthy use of copy, art, photography, whimsy, uniqueness, etc. — in combination or as single brandi...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
On the Calendar
February 15-17 WCBF Six Sigma in Chemicals & Pharmaceuticals Hyatt Regency Dallas, Dallas For more information, contact Louise Gosling, WCBF Six Sigma Solutions, at 44-14-83 76-0883, e-mail [email protected], or visit wcbf.com. February 15-18 18th Annual DIA Electronic Document Manageme...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Marketing/Promotion
Marketing/Promotion Stern. The great thing about marketing today is that we have more methods to choose from to get our messages out to our customers: patients and healthcare providers. As marketers, though, the challenge is to use the methods in ways that the strengths can be advantageous. It se...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Salesforces
Salesforces Stern. We are not doing a good job of listening to our customers when it comes to the number and quality of the sales representatives that we employ to sell our drugs to physicians. A 2003 Accel Healthcare study showed that we are letting our customers down; 60% of doctors believed th...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Global Issues
Global Issues Bua. Corporate citizenship in the global society will face increasing pressure to provide innovative pharmaceutical products to third-world countries at a discount and to provide products that have no IP protection in the interest of public health. This will create opportunity losse...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Cover
PharmaVOICE The Forum for the Industry Executive Year In Preview: 2005 More than 100 experts talk about the industry’s future www.pharmavoice.com December 2004 Special Issue Volume 4 Number 12 Download PDF
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Table of Contents
Contents Kristine Nash-Wong, Marketing Manager at HealthMedia, speaks about reputation enhancement. Dr. Thomas Wicks, VP of Regulatory Affairs at Odyssey Pharmaceuticals, talks about continuing treatment innovation while limiting costs. Scott Szwast, Sector Marketing Manager at UPS Supply Chain S...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Medicare
Medicare Campbell. Executives will continue to prepare for the new regulations approved under the Medicare Prescription Drug, Improvement and Modernization Act (MMA). These regulations will take effect as scheduled on Jan. 1, 2006. Before the full benefit’s official start, however, the industry f...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Letter from the Editor
2005 Year In Preview Taren Grom In keeping with PharmaVOICE’s mission of providing insightful and provocative commentary on the business practices, strategies, and services that affect the life cycle of products from molecule through market, it is our pleasure to publish the first annual Year in ...
By Taren Grom • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Introduction
The Pulse of the Industry By Taren Grom This first annual PharmaVOICE Year in PreVIEW is designed to provide an overview of the challenges and trends expected to impact the life-sciences industry in the coming year and beyond. For this special forum, a distinguished list of more than 100 industry...
By Taren Grom • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Business Models
Turett. The pharmaceutical industry needs to resolve multiple bipolarities: being a business and being a public utility; being doctor-focused and being consumer-focused; and being about medical innovation and being about marketing. The industry has begun a process of self-reinvention that in 2005...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Medical Education
Medical Education Nash-Wong. Last year’s predictions on regulatory changes had us believing medical education was a thing of the past. Not so, if one considers the fact that physicians continue to attend educational meetings, despite limited food budgets and a ban on spouses. So rather than forec...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Multifunctional Teams
Multifunctional Teams Wilson. Historically, the pharmaceutical industry has faced two hurdles: achieving product registration and securing reimbursement. Today, demonstrating product value is becoming a much stronger issue. It’s not just a matter of product price, but the impact on total cost of ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Technology
Technology Cauwenbergh. Ideally, predictive tools, including assays, computer modeling techniques, and biomarkers could shorten development time, reduce the cost of development, and increase the accuracy of diagnosis, making sure that the right patient gets the right drug because of proper diagno...
By PharmaVoice Team • Jan. 2, 2008
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