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- Trainers' Task: Do More With Less
- Although the number of pharma sales representatives has been moving toward 90,000 for several years, sales and training organizations are still feeling the aftershocks of the industry-wide expansion. In particular, that expansion has intensified the challenges for thousands of corporate trainers who oversee the development of their companies' sales organizations-the...
- White papers 2003-10-01
- Reason To Achieve
- The article discusses how a properly designed sales incentive boosts the short-term performance. But that's not all they can do. The word "incentive" covers a lot of ground. In a broad sense, commissions and bonuses are incentives, because they reward specific behaviors and levels of achievement. The Pharmaceutical Research and...
- White papers 2003-05-01
- Pharmacia Takes It Global
- One company's success demonstrates that there's hope for building truly integrated worldwide communications teams. Although pharma company communicators understand the complex global network of healthcare information available to consumers, they must still deal with the regionalization of healthcare delivery. They increasingly face the challenge of delivering locally relevant information...
- White papers 2003-04-01
- Courage Under Fire
- Gleevec's discovery, development, and launch was a momentous experience that broke records at every stage: scientists delivering dramatic product efficacy never seen before in the history of cancer treatment; Novartis teams pulling together to greatly accelerate clinical trials, and rapid regulatory approvals. It seemed a perfect story. Indeed, to an...
- White papers 2003-04-01
- Reality Check: Is It Newsworthy?
- Twenty years ago pharma companies assumed they should delay releasing news about clinical trials to the public until the scientific community could subject the findings to the rigors of peer review. But the imperative to speed time to market, the rise of patient activism, and pressure from external oversight...
- White papers 2003-04-01
- Video Pumps Up PR
- Despite a significant increase in the demand for healthcare news, TV stations are faced with serious budget cutbacks and often don't have the resources to produce the medical stories their viewers demand. As a result, stations are increasingly turning to video news releases VNRs, b-roll packages, and satellite media tours...
- White papers 2002-11-01
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