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PhRMA's New Code on Interactions with Healthcare Professionals

To better understand the impact of this code on the pharmaceutical industry, Pharma Marketing News surveyed readers between July 10, 2008 and August 7, 2008, and collected comments from pharma-focused blogs and bulletin boards. This article is a summary of the PMN survey results and opinions of experts, bloggers, and anonymous commentators. Read more... and purchase the reprint without subscribing.

Building Power Sales Messages

This article is the second in a series of articles focused on improving pharmaceutical sales call effectiveness. It is based on an interview and webinar featuring Ian McKinnon, Senior Vice President, TNS Healthcare, who spoke on building and developing "power messages," which are messages that drive sales results. Read more... and purchase the reprint without subscribing.

Current Issues and Future Prospects for Sales Force Effectiveness

here is no doubt that the face of pharmaceutical sales is going to change in the next five years. With more than one rep per physician, the industry has seen a 25% drop in call productivity over the past 5 years, down a whopping 23% in 2004 alone. The industry will have to adapt its sales model to meet the new challenges ahead. This article offers insights on the new sales model and how to achieve it from pharma experts who presented at a recent eyeforpharma Sales Force Effectiveness Summit. Read more... and purchase the reprint without subscribing.

India's Booming Pharmaceutical Market

his article, written by a marketer with firsthand experience, provides an overview of the pharmaceutical markets and promotional practices in India. Read more... and purchase the reprint without subscribing.