TITLE

The case for change: Helping your people adapt and grow

AUTHOR(S)
Renda, Joe; Moyer, Matt
PUB. DATE
December 2006
SOURCE
Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p34
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
The article discusses the significance of change in the success of pharmaceutical representatives. The authors emphasize that change provides greater opportunities. Also, it offers a chance for diversified learning and development. Moreover, they claim that adopting to change is a positive attitude for both the industry and representatives.
ACCESSION #
23291210

 

Related Articles

  • Get on the list (and stay there!). Warner, K. C. // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p22 

    The article discusses strategies to be applied by pharmaceutical representatives to sell their products to hospital pharmacies. The first step to be taken by the representative is to know the pharmacy and the members of the committee. To sell the product successfully, the agent should convince...

  • The right tool for the job. Strandboge, Patricia; McGuire, Jim // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p29 

    The article presents the benefits and disadvantages of call reporting to pharmaceutical representatives and their managers. This tool can help representatives in gathering valuable information about customers. Moreover, it also assists managers in setting sales expectations. However, this tool...

  • No more spin: Putting clinical science back into clinical selling. Chin, Jane Y. // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p33 

    The article examines the need for pharmaceutical representatives to become effective spokespeople for the industry in the U.S. The author emphasizes the need for the industry to address the reasons why physicians close doors to representatives. She also suggests for companies to guide...

  • Sales reps: Making the most of their time.  // European Pharmaceutical Executive;Jul/Aug2005, p55 

    The article discusses the response medical representatives are getting for appointments service launch for practices and pharmaceutical companies in Great Britain. Based on the Medlary database, the average practice receives appointment schedules from around 190 representatives each month. Thus...

  • Credibility report. Warner, K. C. // Pharmaceutical Representative;Mar2007, Vol. 37 Issue 3, p22 

    The article discusses the four components of credibility in selling pharmaceutical products in the U.S. These components will help build a relationships with the physicians. It also provides a foundation for creating genuine concern for patients. These components includes courtesy, commonality,...

  • The Manager's Tool Box. Martini, Nancy // Pharmaceutical Representative;Feb2010, Vol. 40 Issue 2, p24 

    The article focuses on the ways for sales managers to make their pharmaceutical representatives more successful. It is said that having good sales is not enough to be successful, sales managers need the right tools to make them successful. It is noted that sales managers need to know their...

  • ACCESS REPORT 2005. Herman, Rayna; Mahoney, Ashley // Pharmaceutical Representative;Jul2005, Vol. 35 Issue 7, p16 

    Evaluates the pharmaceutical selling environment in the U.S. as of 2005. Physicians' average number of interactions with sales representatives per week; Strategies of representatives to gain access to hard-to-see physicians such as trying to create continuous discussion over time; Increase in...

  • The loneliest customer. Pinsonault, Christian // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p25 

    The article discusses the significant role played by retail pharmacists in the work of pharmaceutical representatives. The author emphasizes that retail pharmacists are key resources to help increase prescription volume. To exploit the benefits of forging a relationship with retail pharmacists,...

  • Emerging strategies.  // Pharmaceutical Representative;Dec2006, Vol. 36 Issue 12, p36 

    The article presented the third part of a series which discusses emerging strategies that will respond to the evolving healthcare community in the U.S. To remain competitive, pharmaceutical companies decided to design value-added programs for customers and at the same time benefit sales...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics