Brand defender

McLean, Gwen
August 2006
Pharmaceutical Representative;Aug2006, Vol. 36 Issue 8, p34
The article discusses two tools that a pharmaceutical sales representatives can use to differentiate branded products from generic products, clinical data and partnership building with customers. Generic drugs loom over the market share of branded drugs in terms of cost that a need of educating customers is essential. Clinical research papers are most effective as sales tool as they provide evidence of the efficacy of drugs. INSET: Addressing physician concerns.


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