Commercialization: Page 98
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PharmaVoice Team/PharmaVoice
Table of Contents
June 2007 Table of Contents On the Cover New Directions for Clinical Directors As drug development continues to become global and more complex, the clinical director’s role is changing as well. Features It’s All in the Details Early adoption issues kept e-detailing at bay, but as physicians turn ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
It's All in the Details
E-detailing’s time is about to come. Early adoption issues kept this communication tactic at bay, but as physicians increasingly adopt technology and turn away in-person sales representative visits, e-detailing’s promise is on the verge of paying off. E-detailing, which allows for the interaction...
By Elisabeth Pena Villarroel • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
What's New
New Healthcare-related Products, Services, and Companies TGaS Advisors Offers Collaborative Benchmarking Services for Pharmaceutical Companies Pharmastance operational resource lets companies learn where they stand. TGaS Advisors has launched the Pharmastance family of benchmarks. These collabora...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
The Movers & Shakers
58 Robert Baldini Scott Ballenger Carrie Cox Craig DeLarge Barbara Deptula Peter DiBiaso Eve Dryer Cameron Durrant, M.D. Adele Gulfo Raymond Hill Lisa La Luna Sylvia McBrinn Timothy Poole, Pharm.D. Beth Anne Price Ira Spector Robert Stirling Jeff Taylor L. Stephan Vincze Rosemarie Yancosek Eve Dr...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Middle Management: Why Investing in District Sales Management Training Is Crucial
Middle Management: Why Investing in District Sales Management Training Is Crucial Sales Management Bryan Horveath VP and Managing Director Whether a salesforce totals 5 or 5,000, a sales manager’s ability to develop his or her sales representatives is more critical than ever. Good or bad...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Educating the Sales Rep of the Future ... When the Future is Now
Educating the Sales Rep of the Future … When the Future is Now Jim Dutton, President Is it too late to re-establish a valued, trusted relationship between pharmaceutical sales representatives and physicians? Certainly, from a media or public perspective, the prevailing view is not po...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Accounting for the Impact of Managed Markets on Sales Training
Accounting for the Impact of Managed Markets on Sales Training Landscape-altering events are becoming almost commonplace in the pharmaceutical market, and some are changing the nature of the sales environment. Many of the most dramatic recent changes have involved managed markets in some form...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Preparing the Salesforce for Physician-Centric Sales Management
Preparing the Salesforce for Physician-Centric Sales Management Jeffrey Zornitsky, Senior VP, Sales Performance Improvement Pharmaceutical companies devote significant resources each year to training their sales reps on how to detail new and in-line brands. The outcome, however, has been di...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Selling Skills for the Science Savvy
Selling Skills for the Science Savvy A robust skills curriculum focuses on long-term behavior change. Such a critical transformation takes a little time and a lot of planning. specialty salesforces Christine V. Donato Senior VP Do you know Thaddeus? If you wo...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Practice Makes Perfect: Using Simulation to Prepare Sales Representatives for the Real World
Practice Makes Perfect: Using Simulation to Prepare Sales Representatives for the Real World Christine MacAdams, MEd, Senior Project Manager How can you encourage sales representatives to deliver consistent messages, use appropriate tools when speaking with phy...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Sustaining Measured Brand Performance and Training Efforts
Sustaining Measured Brand Performance and Training Efforts Steve Callender Senior Consultant, Performance Improvement Evaluation Metrics Measuring the results of sales performance improvement efforts using a solid, best-practice approach can demonstrate and ensure the effe...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
A New Era of Training
A New Era of Training The challenge for sales trainers is creating an environment in which sales reps are provided with the ongoing education they need to effectively market and sell the drugs they represent to health practitioners who are seemingly more and more ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Table of Contents
Letter from the Editor The Forum Sales Training: A New Era of Training — The challenge for sales trainers is creating an environment in which sales reps are provided with the ongoing education they need to effectively market and sell the drugs they represent to health practitioners who are seemin...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Letter from the Editor
What the salesforce of the future — or even next year — will look like is still anybody’s guess. What is more certain is that the relationship between physicians and the industry’s salesforces must be based on a solid value proposition. As major pharmaceutical companies continue to adjust their ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Employee Engagement, Learning, and the Gaming Generation
Employee Engagement, Learning, and the Gaming Generation network-based training As the environment for sales reps continues to shift, it may be hard to retain the best ones. In this new world, the benefits of social networks for enhancing loyalty, commitment, and coll...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Sales Training: Moving Beyond the Message
By Taren Grom With the ongoing transformations in pharmaceutical salesforces, it’s become vitally important for sales representatives to provide value beyond the marketing message. Pfizer, Wyeth, AstraZeneca, and many other major pharmaceutical companies are taking feet off the street. This rever...
By Taren Grom • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
What's New
New Healthcare-related Products, Services, and Companies New Healthcare Marketing and Communications Agency Created The agency helps clients identify situations and places where behavior can be influenced. Identifying a need to provide clients with a way to compete more effectively in today’s dyn...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
On the Calendar
On the Calendar May 2007 Your Source for Life-Sciences Events and Conference Information Professional education is an ongoing endeavor for most executives. PharmaVOICE has partnerships with every major conference provider serving the life-sciences industry. PharmaVOICE is distributed at more than...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
PharmaTrax
Agencies Ahead of Pharmaceutical Manufacturers in Online Research Despite increased reliance on the Internet, market researchers who work for pharmaceutical companies continue to lag behind those who work for agencies. A new report by Medefield finds that both comfort and perceived credibility of...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
PharmaOutlet
Developing E-Processes for Patient Recruitment In the past decade, clinical-study patient recruitment has become increasingly challenging and complex, calling for more preplanning. As a result, many sponsors have come to rely on the help of patient recruitment experts who apply their knowledge of...
By Joan Bachenheimer • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Managed Markets: Employers
The degree of skill needed to negotiate in the pharmacy benefit waters, especially for larger employers, is increasing. Experts say pharmaceutical companies must have a strategy to address employer needs. By Denise Myshko Employers: A Growing Influence While most employers are focused on managing...
By Denise Myshko • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
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 branding elements. Cr...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
E-Media
New Electronic and Web-based Applications, Sites, and Technologies CIS Launches Pharma Compliance Exchange Website Compliance Implementation Services (CIS) recently released the Pharma Compliance Exchange (PCX), a new subscription-based source for government guidance documentation. For the first ...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
Marketplace
AXIOM Professional Health Learning 790 Township Line Rd. Ste. 175 Yardley, PA 19067 Phone: 267-757-0200 axiom-health.com Prepared. Consistent. Confident. AXIOM learning simulations provide sales representatives with a realistic, risk-free environment where they can practice applyin...
By PharmaVoice Team • Jan. 2, 2008 -
PharmaVoice Team/PharmaVoice
A Constellation of Talent
By Taren Grom, Editor A salute to this year’s Healthcare Businesswomen’s Association Rising Stars. The HBA Rising Star Class of 2007 is personified by 81 outstanding women who demonstrate clear leadership abilities, have an appreciation for mentors and role models, and who are not afraid to chart...
By PharmaVoice Team • Jan. 2, 2008
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